A salesman knows he has to identify customer needs and address them if he wants to closethe sale. Sometimes though, it is not easy to make the connection. How does one cope when customers are difficult to read?
Sheila Viesca, TalkShop CEO advises, “It is natural for a customer to feel cynical when talking with a sales person. The former is often guarded, refusing to accept information at face value. He also does notreadily volunteer information. The conversation opener does not always lead to the sales person getting any substantial lead.”
In such scenario, Viesca recommends to end the call on a positive note. Then, just when the customer lets his guard down, one can say, “For my reference, may I know if your consideration pricing or quality?” or “May I know what is your timeline if ever you will decide on pushing through with this plans?”
These seemingly harmless lines can draw out details from the prospect when he least expects it. Once the crucial information is obtained, appreciate the prospect’s time and say goodbye politely. On your last note, promise to call soon to follow up the client’s requirements based on the information gathered.
“A smart salesperson listens to emotions not facts.” ~Unknown
TalkShop, the leading ISO-certified training facility that is accredited with the Civil Service Commission guides sales teams and professionals through the art of persuasion that impresses, convinces, and sways.
www.talkshop.ph (632) 8945588| Salesmanship Training, Consultative Selling, Negotiation Skills & Assertive Communication
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