I was inspired by a comment by my collegue Sandy Hubbard when she said “How can I NOT ask the question? It is like looking at all those wrapped boxes and not opening them.”
Here is my question for you: do you even notice the gift wrapped boxes?
Being in inside sales means you can’t look at the boxes, you have to listen for them.
In your world, have you figured out, what it sounds like as a gift wrapped box is:
1. being carried into the sales conversation?
2. hidden from you because the prospect isn’t sure you deserve a present?
3. plunked down right in front of you?
Take the time to learn what opportunity sounds like, you don’t get to ask questions that will help unwrap them until you notice they are there.
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Thank you for mentioning me, Lynn. I am happy to inspire you as you have inspired me countless times! You are the one who told me it would show lack of courtesy to ignore strong buying signals from your prospect. A gift wrapped box is the strongest cue: the person has a need, you can fulfill it, there is good synergy, you are simpatico, the stars are aligned. If I were a buyer and the seller didn’t ask for the sale, I would wonder: “Is it my breath?” When the buyer shows you the gift wrapped box, accept it graciously and ask for the sale!