Why Is Learning The Truth So Important?

The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have demonstrated your genuine concern for the problem your prospect is trying to solve, that you have the trust needed to offer a solution. 

Today I’m going to give you some reasons why learning the truth of your prospect is so important and how it can effect your business and sales within your business. 

When sales are lost, you lose confidence in your selling ability. You start blaming yourself. You don’t know where you stand - a painful state of limbo. Your self-talk is negative and full of self-blame, and you're on pins and needles wondering whether the sale will still come through somehow. That’s a sales process, NOT build on trust.  

In a sales process based on trust, you increase your selling efficiency and reduce your stress. You can either stay involved with your prospect or move on after learning the truth about their situation. In my opinion, a ‘no’ is almost as valuable as a ‘yes’. Why? Because you can spend your time finding prospects who are more likely to buy your solution. You can quickly weed out prospects who aren't going to buy this way, which allows you to work more efficiently. Knowing the prospect’s truth lets you walk away without that guilt-laden voice whispering, “If you give up, you don't have what it takes." 

Your prospect's truth will translate into tangible results that equal real dollars. You will also end the self-defeating stress of living in limbo. 

Prospects are pushed away by sales pressure. You’re telling them that you’re determined to move the sales process forward by responding to the silent treatment with calls and e-mails -- which means you’re looking out for your needs, not theirs. They mistrust you and run away because of this. 

The more we press, the more they run. But the opposite is true, too. The more we relax and invite the truth, the more straightforward they’ll be with us. Prospects feel okay sharing what’s going on with them when they know we’re okay with hearing it. 

Remember... You haven’t lost the sale. You just don’t know the truth yet. 

Unlock The Game®, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continue to break new ground. Thousands of Business Owners worldwide have been transformed by his trust-based sales approach. Get access to the Free Masterclass at www.UnlockTheGame.com/Video and subscribe to this podcast or to be a guest on the show, visit www.UnlockTheGame.com/Podcast