Most prospects we deal with are browsers, whether they're browsing by calling us in our office to discuss our insurance or financial products, or they're visiting our showroom, or they've invited us to their home for a consultation.
The mantra of the browser is I'm just looking. The mantra of the salesperson is make the sale. The point where these two conflicting points-of-view intersect is the sales interaction.
Ultimately, the mission of the salesperson during the sales interaction is to transform the browser into a buyer; that's job #1 in consumer selling. Conversion is King.
Skip Anderson is the Founder and President of Selling to Consumers, a B2C sales training and consulting firm. Subscribe to the free Selling to Consumers Sales Tips Newsletter.
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