The Number One Barrier to Prospecting (It’s Not What You Think)

Check out this article recently published by Selling Power and written by ASLAN CEO and co-founder Tom Stanfill on the number one barrier to prospecting and the chances of engaging a new decision maker.

The Number One Barrier to Prospecting (It’s Not What You Think)

Today’s post is by Tom Stanfill, co-founder and CEO of ASLAN Training & Development. Tom has more than twenty years of experience consulting and developing training programs for the sales organizations for some of the largest and most respected companies in the world.

I think we need to hit the pause button on prospecting. It’s not working.

Here’s the source of the problem: In sales, we were taught to make plausible arguments for why our solution benefits the customer. The flaw in that strategy? Decision makers aren’t avoiding a solution – they’re avoiding a sales call.

Most everything we’ve learned about selling sabotages our chances of engaging a new decision maker. The number one barrier we face from prospects is emotional resistance. To succeed, we must shift from selling our solution to creating receptivity, from focusing on the message to creating receptivity to the message.

Read the full article here.