Stay with me here â€“ this may be a girl example but I have a point.Â You walk into a dressing room and try on a piece of clothing.Â You walk out to show the other person with you.Â Where does YOUR eye go looking in the mirror?Â Straight to your middle or some other area you arenâ€™t happy with?Â What about the other person? Some will say they will look you over objectively but I would suggest they will look where they worry about their own appearance. So here you are looking at what you don’t like to see if you’ve hidden it, and they are looking at something else entirely.
So whatâ€™s the point? None of us are truly objective. And it is easy to get caught up in our own hang ups when trying to help someone else. This is completely clear when it comes to sales. How often does someone offer up an objection and you figure they donâ€™t want to buy?Â Why? Because if YOU had that objection you would never go for it.Â It has nothing to do with reality â€“ it is all about your perspective.
Any time someone throws out an objection, it is vital to recognize the buying signal for what it is.Â If you get a telemarketer call, you donâ€™t ask questions. You tell them you arenâ€™t interested and hang up. There are no buying signals given.Â But if you are even slightly interested in something, you will ask questions or make comments.Â Are they always positive and upbeat? Or are some of the questions somewhat negative and could be seen as critical?
So recognize that when you are looking at your friend in that fabulous dress, you arenâ€™t looking at her concern areas, you are looking at yours. And when that prospect asks a question or makes a negative comment, it is actually a positive sign they are interested and want more information.Â Give it to them and close those deals!
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