I have always enjoyed movies that feature gladiators fighting in front of thousands in the Roman Coliseum. In one match, a man armed with a sword and net stumbles and is entangled in the net. As you might guess, this does not turn out well: The harder he fights to get out of the net, the more entangled he becomes. It happens to salespeople all the time. Except they aren't using a real net -- it's their words that ensnare them. Verbal entanglement happens when the agent tries to resolve a prospect's concern but the agent does not have the answer, or is trying to address a concern that doesn't exist. Either way, it is not about meeting the prospect's needs. It destroys trust, and the sales agent eventually gets a thumbs-down on the sale. Have you ever verbally entangled yourself? Stu...
Get Inman via Facebook Messenger
Our top headlines delivered once a day.