A common example what do you do ?
Your presentation has gone well, until the prospect states
Its cheaper up the road. Do you match the offer. NO
Do you justify your pricing structure ? Absolutely not
Revisit why your Company or your product is better. Never.
A Sales Person might do this and your prospect expects this response and has already switched off.
Thankfully there are ways to turn this around
Your prospect is busy and want you to email the figures
They promised you a call back in a couple of days,
What do you do, well from my experience unless you want to lose that sale, or lose the opportunity I would not recommend that you just email and wait. Do this and you are lost in the ocean of others.
There are simple steps you can take that will keep you in the game, and in the eye of the prospect
How would you respond ? Its been a great presentation but
Oh no they can not afford it
What do you do, most Sales People revisit, needs wants desire actions, pre closes, benefits, disturb with pain points and fear.
The prospect knows this and already switched off.
Again like many things there are ways you can respond which will still improve your KPI’s and earnings on
Yes you are right, I have added some humour
But these are real examples we encounter
Understanding and addressing these challenges and skills are part of how I built a £50 million sales revenue business I am happy to share solutions and how I used them to half the closing ratios for our Business. For information or a free consultation click below