Are there questions you expect a prospect or customer to ask, but fear hearing? Don’t be shy, this is a common barrier that many sales people face. The fear can even become a reason for not making a call or worse, following up.<\/p>\n
Here are a few tips that may help overcome this fear.<\/p>\n
1) Anticipate the question and prepare an appropriate response<\/p>\n
2) Pre-empt the question by bringing up the topic and addressing the anticipated concern before the prospect has the opportunity<\/p>\n
3) Be prepared for the call<\/p>\n
In my experience the question you fear may not even be asked if you are ready for the conversation. Don’t wing it, take the time and make the effort to prepare – do your homework.<\/p>\n
If you know your products\/services and the benefits they can offer there are few relevant questions you will not be able answer. If you do get stumped, there is no shame in getting back to the customer with the answer within a defined time range.<\/p>\n
Good selling,
\nRichard<\/p>\n","protected":false},"excerpt":{"rendered":"