What is Need for Approval?
Alex Cole-Murphy, Sales Development Expert for Anthony Cole Training Group.
Everyone likes to be liked. If someone tells you that they don’t, they are probably stretching the truth. However, in sales, a salesperson cannot be caught up in worrying if they are ‘liked’ or not by a potential client or candidate. Overall, there are several things a salesperson must do in order to get over their ‘Need for Approval’ and close business. They include:
- They must conduct tough conversations to challenge a prospect’s thinking.
- They must convey their thoughts specifically to a prospect, knowing when to inquire further and when to be silent.
- They must be unafraid to ask a prospect about the competition.
Watch the video above to learn more and to see which “Need for Approval” tactics you’re harboring (and probably don’t even realize!).