Have you ever walked onto a car showroom floor and immediately the salesperson starts showing you the latest models that are way above your budget and are not what you were looking for in the first place?
This high-pressure selling makes you instantly lose confidence in the salesperson. Emotion is a big part of buying and selling. One of the biggest emotions is fear. Fear that you will be ripped off. Fear that you will buy the wrong product or a product that is of inferior quality. Fear that you could have got a better deal elsewhere. Fear that once the salesperson has got your money, they won’t care a fig about you should something go wrong with your product. Continue reading “5 questions to help you qualify your prospect”