Today on The Sales Evangelist Hustler’s League, we’ll hear a discussion about how to align our prospects with our company and how to qualify our prospects before closing.
Don’t trick the buyer.
Talk to the prospect about unconsidered need. Is there something you can share about the product that your product hasn’t thought about? Think about ways that other customers are using your product that your prospect may not have thought of.
Provide solutions that will make your prospect’s decision easier.
It’s important in the sales process to qualify your prospect. If someone clearly isn’t going to buy, it’s best to eliminate that prospect quickly.
Recently, on my The Sales Evangelizers Facebook page, I asked the group why people seem so afraid to talk about money. One member said it was because, if we do, most of our prospects wouldn’t be prospects anymore.
While that’s funny, there’s some truth to it. I should do my best to figure out as soon as possible whether a prospect is legitimate.
When prospects throw up smoke screens, can you overcome them?
The best way to handle objections is to address them early and to address them before the buyer does.
Identify the objections you hear most often from your prospects, and tackle them before the buyer has a chance to. When you do, you’ll take some of the punch out of the objection.
One of the most common objections, of course, is pricing. If you know that six of the last ten prospects you had mentioned pricing as an objection, bring it up early in the process.
“As you know, we’re not the cheapest on the block, but we’re also not the most expensive. Let me tell you why our last customers chose us.” Then you can ask what kind of budget the prospect is working with.
“Objection” episode resources
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