It’s Not All About You

Learn To See Through Your Prospect’s Eyes To Increase Sales Performance Metrics

When I had my call center, I remember fielding a question from a member of my inside sales team after she finished a call. She said, “I just got off the phone with a guy who said he didn’t have time to talk because he was in a meeting. That just doesn’t make sense to me! Why would a decision maker stop their meeting to take a call only to say, ‘I don’t have time to talk’?”

The obvious reason why your prospects won’t take your call is that they don’t want to talk to you. It’s a cover to politely hang up. But what about the not-so-obvious reasons? Why would a decision-maker pick up the phone when they don’t have time to talk? Because many live in a reactive world. They expect their people to send unmanageable and irate customers their way. Or when the company’s top customer has an emergency, they need to respond in the moment and manage the situation. They need to put aside what they are currently doing to deal with the customer crisis at hand.

So imagine how this manager feels when they are in a meeting and expecting an irate customer, or bad news on a family member in a hospital, and instead they get you, a sales rep. And the only reason for your call is to talk about your product, your service, your company, or what you want.

Sales Effectiveness Tip: see the world from the prospect’s perspective. If you do, you will be in a better position to respond to their reactions when you interrupt their day.