The Truth Behind Linear Selling : Why it Can Make Prospects Run the Other Way
than asking prospects overtly what their decision making process is, use softer language that they can understand from their perspective.
For example, “What specific gates do you anticipate you’ll need to go through as you consider the proposition of purchasing the software to solve the business issues we discussed?”
* Don’t probe or “fish” for prospects’ “pain” as part of your sales process. Prospects have learned through long experience that the appearance of caring is usually a verbal ploy designed to move the sale forward according to the salesperson’s agenda. Instead, speak genuinely and with sincerity to what you know their core business issues are. You can find out what these are by getting in touch with customers who have already bought your product or service and asking, “What three or four business issues drove your decision to
