Having helped over 30,000 sales professionals around the world, I’ve noticed around 90% do not ask for the business. When questioned, they say “they’re scared of appearing pushy or desperate.”
The same thought process applies to approaching prospects on the phone or those browsing in retail shops. This fear is all about the sales person and how they feel. What happens if you look at it from the perspective of the prospective customer. Is it fair, that they might be thinking, ‘the sales person clearly doesn’t want my business that much or they would have asked?’ They may also come to the conclusion that ‘sales people are clearly lazy and not interested in me, otherwise they’d have approached me and asked if they can help.’
TMI Training Academy offers sales training across different sectors to help professionals perform better. We offer a wide range of programmes including one day workshops, telesales training, field sales training, estate agent training and bespoke sales advice. For more information or to register for a course please contact us today!