Impulse Control

Buyer: "Yes we suffer from problem X"

Salesperson: "BOOM! That's exactly what we help solve! So let me tell you all about our solution...

yada yada yada...."

Spot the problem?

- Impatience?

- Another salesperson too keen to talk about themselves?

- Another self-serving rep with stinky commission breath?

Could be any of the above.

But I think a better way to describe this scenario is 'impulse control.'

Or lack thereof.

It's an EQ skill.

And those who begin to master it delay their overbearing enthusiasm.

They are happy to keep on digging to uncover the depth of their buyer's problems & associated implications.

High performers understand the benefits of impulse control and delayed gratification.

And because of this, their prospects feel listened to.

They feel understood.

Because the salesperson is in control of their own impulses.

They don't need to 'sell' at the first buying signal.

They understand there's a lot more beneath the surface.

They want the truth and never accept anything at face value.

And it pays huge dividends.