The lesson: Don’t believe everything you sell, I mean, tell yourself.

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Six Examples of How Projecting Your Values on Buyers Has Negative Implications
Salespeople who sell in the same manner in which they buy close far fewer deals. Projecting your values on buyers reduces your closing ratio. Take a look at some different scenarios where projecting your own beliefs, assumptions and value system can have a detrimental effect on your performance and income.

Since Carol usually shops around before choosing which company china telegram data to buy from or which product to buy, she accepted the prospect’s reason for doing the same. Like herself, she couldn’t expect people to make a decision during the initial consultation.
When Mike makes a purchasing decision, he usually purchases the least expensive item available. He thinks you can get the same top value at a lowest price. Although he represents one of the highest quality products in his industry, the amount of money he sold for was always at the lowest profit margin. Mike had a hard time asking for more money, even though he was offering the consumer the highest in value.
Robert hated hearing sales presentations. When he went out on his appointments, he was always done within thirty minutes. In order to effectively cover all of the necessary information and provide the right solutions for the prospect, the average time a representative should invest during an appointment was between two to three hours.
Dana was very indecisive when it came to making a purchasing decision. Because this was inherent in her personality, she offered her customers many different alternatives. The end result was confusion on the consumer’s end, on Dana’s end and no work order. There are salespeople out there who are even more indecisive than their prospects. Can you see it? “I’ll ask for the order now. No, I’ll wait a little longer. No, I might miss the opportunity to do so later, so I better do it now.” This can clearly put a damper on your performance as well as your mental health.
There was never a “right time” for Bob to purchase a new car. When a prospect explains to Bob that they have other commitments, he totally understood and told them that he would call them back when the time was right.