A point worth mentioning here is that sales professionals are at high risk of burnout because of the emotional strain of continually trying to persuade people to buy. Add to this the pressure of meeting sales targets and dealing with disappointed or demanding customers and emotions can very quickly start to fray.
Stress and selling don’t mix. The SMS method eliminates stress because it moves you away from relying on the power of persuasion and into the more natural realm of needs resolution.
In fact, there is nothing persuasive about it.
It is just the simple process of asking the right kinds of questions at the right time and really listening to the answers.