I saw an interesting LinkedIn video by Brian G Burns about keeping the conversation open by saying, "Things have changed." It struck a chord with me. Last night, my wife and I were getting hard sold on a timeshare, and my walls were up. I absolutely respect salespersons trying to make an honest wage, but sometimes, I come across as rude. Last night, I didn't give the sales rep much of a chance.
Part of the support and sales process is helping clients process things they really haven't processed before. We know there is an energy or resistance, but simply asking what objections or problems they have often won't give us the full story. Reflecting back, if the sales rep were able to ask better questions, I think they would see my main objections were time and fear of losing focus on my goals if I use their service. If they saw my objections and said something like, "It sounds like you are under the perception that you will be paying for something you won't use, and if you do use it, it might hurt your future goals. That might have been the case in the past, but things have changed in timeshares..." My curiosity would have gotten better of me, and at minimum, I'd want to learn more.
Utilizing and getting good with the tool "Things have changed..." is something I hope to refine and put into use as my career continues to evolve and grow.
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