Understanding the Prospect’s Buying Process [Sales Training Video]

Want to close more sales? First we must understand exactly what is going on in the mind of the prospect before we can expect to more consistently close deals. In this video, Marc Wayshak – author of the book Game Plan Selling, shows us the prospects buying system.

Full Video Transcript:

In this segment, we’re going to be talking about what is going on in the mind of the prospect. If you don’t have a really clear and full understanding of what’s going on in a typical prospect’s mind, then you’re going to have trouble closing that sale.

What I want to share with you is what a typical prospect is doing when they’re in a buying situation. What they’re doing, is what I call the “hide, cheat, steal” system for buying. Now you’ll ask, “How do they hide?” Well, have you ever had a situation where you talk to a prospect today and they say, “This is great. Give me a call back in a week.” You call back in a week, what happens? Gone, right?

They steal. You send in your proposal, and they say “This is looking really good,” and then a couple months later, you realize that they used some of your same ideas, but they went with someone else, or they did it in-house.

And they cheat because obviously, they said they were going to do one thing, and they did something else. Hide, cheat, steal system for buying.

So understanding that, it is our job to disarm a prospect. The way you disarm a prospect is what I talk about in my Game Plan Selling System, by being distinct. You want to be different than what the typical salesperson is taking them through. So rather than being that really enthusiastic, high energy, “woo-hoo!” silly, yet stereotypical salesperson, what you want to do is be distinct.

You do that by asking really good questions, and starting to understand what’s going on in their world. Come from a place of wanting to know what is going on in their situation. That is how you begin to avoid that hide, cheat, steal system of buying.

Now, get my eBook, which you can get right below, and please share your comments. Share your ideas, if you’ve tried this before, and let me know. I want to hear. Again, my name is Marc Wayshak. I’m America’s coach on Game Plan Selling.

By Marc Wayshak, America’s Sales Coach on Game Plan Selling and Sales Trainer in Boston.