Comments Salespeople Hate Hearing / part 3
There are several comments that salespeople hate hearing from their prospects. I need to shop around is one of them. It creates a sense of panic in the minds of thousands of salespeople every single day.
What exactly is your prospect trying to tell you with that comment?
- Is it a stall?
- Is it a rejection of your product or service?
- Is it a rejection of you or your place of business?
- Is it a rejection of your pricing structure?
If you can't discover the underlying reason behind the statement, you will run the risk of losing your prospect, your sale and your commission to your competition. If you can find the statement's true meaning, you will be well on the way to your next successful sale.
There are a number of powerful qualifying questions that will help you avoid ever hearing the statement in the first place. Should those occasionally let you down, (nothing works 100% percent of the time with 100% of the people) you will need to be equipped with effective tools for non-confrontational communication.
Ultimately, you must discover if the prospect's comment is simply a smoke screen designed to throw you off or a truthful statement indicating something is not quite right with your offering. I think you will agree that it's critical to unearth the real reason why the prospect feels the need to shop around.
Is it a better product or service? Perhaps it's a better warranty or a lower price. Is it a more professional salesperson? Whatever the answer is, you will regularly need masterful skills in order to draw it out.
Author : Jim Masson
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