Are you sabotaging your sales success because you are getting caught up in the “Ain’t it Awful” Game? Dr. Eric Berne talks about the psychological Games People Play and “Ain’t it Awful” is one of them.
So many of my clients — salespeople, bankers and financial advisors — tell me that when they prospect and talk to their potential customers/clients — often the prospect is negative, and they just want to talk about what is not working and what is wrong with everything. So how do you have empathy, but refuse to get caught up in this game? There are NO winners playing “Ain’t it Awful.”
The only way to move the sales process forward is to ask a question. What questions can you ask your prospect that will jolt them out of this destructive game and get them focused on solutions?
For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-380-5431 or email her at [email protected]. Connie will help you develop powerful questions that lead to closing your sale.
Specializing in helping salespeople get their “ask” in gear!