How to Leverage Soft Selling

The last thing prospects want to experience during a sale is pressure or desperation. Sometimes it takes sensitivity and a gentle touch to foster the process. Being empathetic and keeping an open ear are good keys to success these days. People are dealing with all sorts of obstacles to moving forward, so be ready to hear some objections. For example, “Our CFO has frozen all non-essential spending.” If that is the case, you know that a transaction is not going to happen in the immediate future, so there’s no reason to make a hard sell.