Psychology of Selling – Part 2
Desire – When the prospect has reached the point of sincere interest in a product, he can see how your proposition will benefit him; he feels a desire to have these benefits. He begins to want them.
Doubt – While the prospect starts to get interested, he also becomes skeptical. The prospect begins to have doubts. These doubts manifest themselves as question or objections, either spoken or unspoken. There may be some questions whether or not he can get better deal from another source. He may have some doubts about certain claims you have made. At this point, the customer is actually asking for a reassurance.