Never project your buying prejudices into the sales process

Title Insurance with Heinrich Group

Never project your buying prejudices into the sales process.

The objection that you will tend to have the most difficulty answering successfully is that objection that is the most consistent with your own value system.

If you are a price buyer and your prospect objects to price you will tend to accept their objection. If you are the type of buyer who tends to think decisions over before making a purchase and your prospect says to you, "We need to think this over." Again, you will tend to go along with their objection as rational or making perfect sense (because that is the way you buy.)

This simple act of accepting  objections that resonate with you because you can relate to them is nothing more than projecting your personal attitudes, opinions, judgments or biases into the sales process. When you project your personal beliefs into the sales process you are assuming that everyone who buys, buys the way you like to buy and often for the same reasons. You are also tending to assume that when they don't buy for a reason that is similar to one of yours that it makes perfect sense to you.

The super star leaves their personal biases, prejudices and opinions at home.


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Lori Santora
Coldwell Banker LinWood Real Estate, Littleton, NH - Littleton, NH

Kevin, what an interesting idea; that the interjection of ourselves and our likes/dislikes/values goes beyond house & neighborhood considerations and right smack into the buying process.

Jun 24, 2011 07:42 AM #1
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Kevin Heinrich

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