Who is your biggest competitor? sales professionals have always had many opponents,  weather you are a large multinational company or a small shop. are you sure your marketing plans seems somewhat enough to appeal to your customers? No, remember that the most strong competitor is the one who haunts for decades. however there is another competitor that is invisible but you can get advantage for it. It is in fact the changing tastes of the customers.

Psychologically, change of mood & taste  is always rooted in our mind.customers buying preferences change very instantly. Indifference is not based in logic, but is integrated with your customers perception. Many factors can contribute to the indifference of customers, including familiarity with an existing product, or Maybe no satisfaction with a competing product, or the inability of the buyer to notice the additional needs, or their inability to recognize the unique benefits of your product or service.

sales professionals must understand the psychological considerations that are related to changes of attitude. Your client needs to be motivated to change. To fight against indifference, we must recognize that indifference affects your client, obtaining permission to ask questions that increases your understanding of the customers needs. Having a questioning strategy, you help the client become aware of the needs and problems that your product can solve. Probing questions will help you explore the problems that have been sleeping, and / or hidden, buried for years under the initial adoption of bad business practices. Analytical probe will allow you to understand customers  Heart of the trade, including new strategies for the client's business is planning, and define the pressures of competition in a market segment or niche in order to help customers realize the problems or needs they do not know.


Develop awareness of customers about their current level of satisfaction or dissatisfaction, to better understand the consequences to leave things unchanged, the cost of promoting the need to facilitate change. If questions are carefully crafted by your understanding of their business, the customer receives immediate financial implications of not acting in a timely manner, advancing the breakdown of barriers of indifference.