Here are some of the major take aways from our discussion:
- Mace doesn’t feel you should tell someone your product/service is better than what they are currently using, you want the prospect to say it themselves.
- If you are frustrated that someone is not going to buy, don’t get angry, calm down and collect yourself.
- When you have a reluctant buyer, the first thing you must do is find out why they are reluctant. Be brave enough to ASK them!
- Mace feels a lot of people become reluctant because of the price.
- Don’t try to make yourself look better than your prospects/clients, especially those who are high up in authority.
- Go for the no! Never be afraid of having the client tell you no.
- Don’t live on hope and maybes, you must be strong enough to walk away if it’s not a fit at this time.
- When you are preparing for a sales call or visiting with a prospect/client, make it about the client and use the word “YOU”!
- The biggest gap Sales Professional face is the gap between what we know and what we do!
Book:
Richard Fenton “Go for the No”!
Stay in contact with Mace:
Mace@medicalsalestraining.com
561.3333.8080
Remember, go out and DO BIG THINGS!
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