Meet them where they are

In Sales 101, you learn to meet your prospect where they are.

What does that mean?

Have you ever talked with a sales rep who was focused on selling you a specific product that you weren’t interested in?

You felt like they were reading a script and didn’t hear a word you said.

Years ago, I was negotiating to buy a new car.

The sales rep kept asking me how much I wanted to pay per month.

I kept asking for the cash price because I didn’t want to finance the car.

Back and forth we went, waiting for the other person to blink.

This was back when “tag team” high-pressure sales was a thing.

His manager happened to walk by to say “hello” and immediately applied more pressure.

They were focused on getting me to finance the car so they would earn more commissions.

I wanted to pay cash.

I walked away and purchased the car from a different dealer.

How do you meet the prospect where they are?

1. Listen actively.

The first step in meeting your prospect where they are is to actively listen to…