Interest is influence
Tuesday, June 2, 2009 0:12HABITUAL INTEREST
Has any salesperson ever asked from you the question - what would you like to have? They sure have, am I right? How do you respond to such a question? You most likely answer with one of your imaginative responses like “I‘m just looking” or “I’ll let you know if I need something“. Habitual interest gets you nowhere with prospects. Ok, I put it strongly, it gets you somewhere, but you get there slow.
GENUINE INTEREST
I had a comment to one of my posts the other day that post was about dishonesty in sales. Someone with enthusiasm left a question probably expecting it to go unanswered, but answer I did. That answer had something closer to real caring and it gave a real spike of motivation for Mr. Chen.
If you are able to find a way to break through the learned behavior and really show to your prospect that you have their best interest at heart and would like to know about their situation then you are in the position of power. Be sure not to misuse your power, but do use it to guide the prospect into your preferred action.
