The Truth Behind Linear Selling Why It Can Make Prospects Run The Other Way

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The Truth Behind Linear Selling: Why It Can Drive Prospects Away


Summary


Instead of directly asking prospects about their decision-making processes, use approachable language that resonates with them. Avoid probing for their "pain" as part of your sales strategy, as prospects often see this as a tactic to advance the salesperson's agenda.

Article


Sean works for a major telecom company. During one of our coaching sessions on mastering Unlock The Game, he shared, “I’ve diligently followed the sales process our company insists on, yet my prospects seem resistant to it.”

Here’s how you can improve your sales approach:

- Build Trust: Use language that fosters trust, encouraging prospects to share their current situation comfortably. Instead of saying, “Let’s schedule our next meeting,” try, “Where do you think we should go from here?” This invites honesty while avoiding the impression of control.

- Understand Their Perspective: Avoid directly asking about their decision-making process. Use more relatable language, such as, “What steps do you foresee in evaluating our software to address the issues we discussed?”

- Avoid Probing for Pain: Prospects are often wary of attempts to identify their pain points, as these can seem like manipulative tactics. Speak sincerely and address the core business issues you understand. Learn these issues by asking current customers, “What business challenges led you to choose our product?”

Applying these strategies helped Sean feel more at ease, moving away from outdated sales tactics. Perhaps they can assist you as well.

You can find the original non-AI version of this article here: The Truth Behind Linear Selling Why It Can Make Prospects Run The Other Way.

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