Ever had a salesperson obviously lose interest if they believe you’re not ready to buy?  That’s incredibly short term thinking on their part as your prospect may never come back.

Often, when we’re “just looking”, we’re researching our options.  Some of us are multiple convincers.  We need to look at various options, but often come back to the first one.

So smart salespeople take the time to ask what we’re looking for and hone in on specific benefits.

Really smart salespeople also realise that we may want to look around, so actually suggest we do so.  Including sending us to competitors.

Sounds daft, but it actually has the reverse effect.  It builds trust.  And more often than not, they come back.

So ditch the short term thinking and avoid the long term loss.

Till next time, this is Rashid Kotwal.

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