It’s that time of year… people have started ARGUING about pumpkin spice flavored, well everthing.
I am always amazed at the vehemence of people about a flavor. Based on conversations and social media posts – I may be the only ambivalent person in the universe on this topic (about all things I usually have a preference and/or opinion, but that doesn’t make it the “right” one, merely mine).
There is something about your company, your product, your service – that someone is vehemently for or against.
Do you know what it is?
As important; how do you handle BOTH the “for” and “against” reactions?
“for” one of the things salespeople don’t consider is that because someone likes… or loves… something about your company/product/service, doesn’t mean you can skip qualification!
Take off your happy ears and start finding out (NOTE: these aren’t the questions to ask… they are the questions to ask yourself…):
- who are they getting that thing they love from today?
- what would make them want to change?
- what would make them actually DO the work to change vendors?
“against” my experience is that if the person you’re speaking with is as against your thing as people are against pumpkin spice – it’s not like you’re going to change their mind in SECONDS or MINUTES!
- what happened that they feel that way?
- does the organization feel this way OR that person?
- what else do you have to sell them?
Keep qualifying!
oh and if you’re interested; I drink my coffee black and my chai dirty.
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