Tagged "sales training"

Pre-Judge or Pre-Qualify?

​"You can never judge a book by its cover” is never truer than in the sales industry. We’ve all done it; judged a person by the sandals they were wearing, their designer handbag, their quiet, reserved or shy demeanour, the city they live in, the phone they own, etc.

We are predominantly visual, we can’t help it. The visual area at the back of our brains makes up 30% of our cortex, so it’s no surprise that we create an impression of a person in our own minds almost immediately. The question we should be asking is… “is this helping us or hurting us as sales-people?”.

Mdina International