Comments Salespeople Hate Hearing / Part 1
There are several comments that salespeople hate hearing from their prospects. I'll be back is one of them. When Arnold Schwarzenegger says it, it gets a chuckle, when a prospect says it, it creates a sense of panic in the minds of thousands of salespeople everyday.
What exactly does it mean when a prospect unleashes this potential deal breaker? Let's consider just three of the possibilities.
- the prospect is being totally honest and has every intention of keeping his or her word and is planning to return for either more information or to complete the purchase.
- the prospect has absolutely no intention of ever returning and has just attempted to play the "get out of jail free" card that they were given when they graduated from "Buyer's Training 101".
- the prospect is trying to buy some extra time for some reason and may or may not be planning to return.
We hear one simple three word sentence, yet experience a sense of panic. Why? We have a real dilemma, don't we? We understand that if we assume the incorrect reason for the comment being made, it will almost be certain that we will either lose the sale that is at hand or we will miss the opportunity to salvage the lost opportunity or the one that may be slipping away.
Acquiring and understanding effective qualifying techniques along with some non-threatening communication skills will help protect you from those feelings of helplessness when you hear this dreaded comment. By having the necessary tools to draw out the underlying truth behind it, you will be avoid making the wrong assumption and will be on your way to closing more business and earning more commissions, because getting paid is good!
Author : Jim Masson
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