Thoughtful Thursdays – Do prospects talk you out of making the sale?
For every reason there is to buy, there are multiple reasons to not buy.
Today’s sales thought is about not letting your prospect talk you out of making the sale.
If your prospect is not in the mood to listen, or you are not determined to make the sale, the probability you will be talked out of making the sale is increased. This is not to say that you do not want to make the sale, rather it is about having the sales habit of being prepared and ready to address any objections.
Preparation speaks to researching all of your opportunities. Some refer to this as pre-call planning. What ever you want to call it, be knowledgeable about your prospect before calling on them. Showing that you have done some homework goes a long way to decreasing the number of objections. It may also help put your prospect in the mood to listen.
Once you have your prospects ear, be prepared to ask questions and listen to the responses. The quality of your conversations increases significantly when all parties are willing to listen.
As a result, you will be less likely to be talked out of making the sale by your prospect.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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