breaking news
Healthy Food Factory Commissary Commercial Kitchen in Boca Raton, OUR KITCHENS ARE AVAILABLE 24/7/365 - Call (561) 394-7466 - Healthy Food Factory Commissary Commercial Kitchen in Boca Raton, OUR KITCHENS ARE AVAILABLE 24/7/365 - Call (561) 394-7466
Sign up for Newsletter
Email:
Paps_Fitness.jpg
Jadi_Auto_Recon.jpg
Happy_Herald_web_banner_Oct_236x126.jpg
Half_Price_Countertops.jpg

All_Fencing___Repair_BANNER.jpg

Anthony Michael Kulp PA_1.jpg
Kona.jpg
Bargain Blinds_1.jpg
Protect Sliding Door Repair_1.jpg
The_Amp_Shop.jpg
Palm_Air.jpg
Diamonds and Doggies_1.jpg
Plumbing_Experts.jpg
Appleton_Chiropractic.jpg
Dan_s_Fan_City.jpg
Stellar_Public_Adjustment.jpg
FinsFurs_Feathers.jpg
LovePlants.jpg
Healthy_Food_Factory.jpg
Open_house_Interior.jpg
A_H_Automotive.jpg
Dos_Amigos.jpg
Allure_Massage.jpg
Nomad_banner.jpg
rss.jpg

 

 

 

 

 

 

 
Home / Articles / Columnists / Strategic Selling /  Different Wavelengths
. . . . . . .
Friday, August 7,2015

Different Wavelengths

By Bob Burg  

A common hindrance to closing arises when you find yourself with a prospect that is on a different wavelength from you. One of the most important rules I ever learned in sales was that “ many people are prospects, but they are not all your prospects”.

Sometimes there is positive chemistry between you and the prospect; sometimes there is not. This does not mean that there is anything wrong with either of you. There is simply a mismatch of temperament. Somehow the two of you don’t get along very well. No matter how pleasant and polite you are, you find it impossible to build a friendly relationship.

Perhaps you are well educated, but you are talking to an uneducated prospect. You may be an analytical person who finds yourself speaking with a people-driven or results-oriented individual. Maybe you are brisk, but your prospect is laid-back. This happens more often than not.

Many people are prospects, but they are not all your prospects.

important rules I ever learned in sales was that “ many people are prospects, but they are not all your prospects”.

Sometimes there is positive chemistry between you and the prospect; sometimes there is not. This does not mean that there is anything wrong with either of you. There is simply a mismatch of temperament. Somehow the two of you don’t get along very well. No matter how pleasant and polite you are, you find it impossible to build a friendly relationship.

Perhaps you are well educated, but you are talking to an uneducated prospect. You may be an analytical person who finds yourself speaking with a people-driven or results-oriented individual. Maybe you are brisk, but your prospect is laid-back. This happens more often than not.

STRATEGIC SELLING

Chairman and CEO of Brian Tracy International, a human resources company specializing in the training and development of individuals and organizations. President of Brian Tracy University, a private online University for Sales and Entrepreneurship (www.briantracyu.com).

 

  • Currently 3.5/5 Stars.
  • 1
  • 2
  • 3
  • 4
  • 5
 
 
Close
Close
Close