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An interesting comment was recently added to our post entitled, “Professional Selling Skills Training: Consultative Selling to Morons”.

He writes:

“When you know a subject backward and forward, it can be frustrating to explain it to someone who knows very little about it.  Even so, I’d add a 3rd item to your list – Want to Help.  Even if you feel that your prospective client is not that bright, he/she will definitely pick up on your attitude.  If they feel that you perceive them as a ‘moron,’ you’re sunk.  If they feel – ‘Hey, this person really wants to help me out here . . .’ then you have established trust and rapport that is invaluable toward making sure both organizations are the right fit.”

 Good stuff!