Prospects don't enter sales conversations with a blank slate. They bring years of experiences, assumptions, loyalties, and fears that shape how they evaluate every option in front of them. Those biases influence the prospects willingness to change and how they filter your ability to help them change.
In Part Two of their conversation, I and Pam explore why trying to convince someone they're wrong often strengthens the very beliefs you're trying to change. We discuss how, instead, great sales professionals create the kind of conversation that helps prospects examine those beliefs for themselves.
If you've ever walked away from a meeting knowing your solution was the better choice—but still lost the opportunity—this episode will help you understand what kind of questions you'll need to ask to help your prospect minimize the impact of negative biases.
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