Friday, December 9, 2011

Avoid Deer In the Headlights Sales Calls

Imagine this. You spend weeks calling, mailing and emailing your perfect prospect. Finally, they agree to see you. You show up at the meeting. The initial pleasantries go well and you start asking questions. Quickly, you discover the prospect is genuinely interested in making a purchase.

They start asking you questions. Smart questions-ones you're not fully prepared to answer.

By the third time you've said, "I'll have to check into that," you're wearing a deer-in-the-
headlights expression. The prospect's enthusiasm is waning and their belief in your competence is gone.

The meeting ends with a whimper. As the buyer gives you a limp handshake, they tell you they'll get in touch if they need to know more. You walk out, kicking yourself for not being better prepared.

Great salespeople win more sales because they're prepared to answer all questions from potential customers. Questions like . . .
* How does this help me?
* What does it cost?
* Who else has purchased this from you?
* Why are you the right choice?
* Why do I need to buy this now?
* Are there any quality problems I should know about?
* What could go wrong?
* How long have you been doing this?
* Who are your competitors?

Knowing how to answer these questions helps you look competent in a sales call. That's important because customers prefer to buy from sales professionals who understand the products or services they're selling.

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