How much do you care?

The Prospects don't care what you know, until they know how much you care......FACT!

I mentioned this quote to a sales team recently, one of them joked how much their heart had just melted, how they were touched by those magical words!

The sarcasm made me think how that's persons only goal was to sell and nothing else, and most of you will question that what's wrong with that attitude? It's positive isn't it?

Maybe but the main thing is that it is a short term fix. Selling today in the 21st century and especially in the direct, field and commission only sales role means you have to lose that salesman tag, that gift of the gab talk you into signing my dotted line.

Once you start your pitch playing that role, the prospects will know you want the sale, you want the commission. The Sales Professional disguises that, their presentation is about asking the right questions and building rapport with the client. They listen and empathise when the prospect speaks. They do not act like a know it all, they present in a way that the prospects feels like they care. This leads to a more open presentation, more honest feedback from the prospect and because of this trust then referrals' are easier to collect. It can become like friends talking in a bar instead of that barrier of the You want my money and I am not giving it you atmosphere......FACT!

The Prospects don't care what you know, until they know how much you care.....FACT! Let that quote touch you because the Sales Professional with that attitude, has a much longer and prosperous Sales Career.