Many salespeople could drastically increase their production of sales and earn more money for themselves and their firms if they improved their ability to have patience.
Patience seems to be a trait that even good salespeople forget occasionally.
Our probe is a series of questions that hopefully will reveal to us the issues, problems, pain and anxieties of the prospect. The secret of selling is to truly understand the vision of the prospect and for a brief time be able to walk in their shoes. We never find these things out in the probe if we don t have the patience to sit and really listen to what the prospect is saying to us. The goal of the probe is to get the conversation going and we must exercise extreme patience in order to even get the conversation flowing. This article will outline the steps to be able to mechanically demonstrate patience until you are able to either find out what the issues or problems are or find that there is no sale with this particular prospect.