I just wanted to thank you for the past 6 months of working with the Heel USA sales team. You and your team have really delivered on helping me to become a better, more confident sales person and I’m .. Lauri Parent
Account Executive – Heel USA
 

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Points to Remember on Responding to Your Prospect’s Questions

1. Welcome questions your prospect poses. 


2. If you don’t understand a question, or why it’s being asked, inquire. 


3. When Pain is present, questions may be asked in an antagonistic way. Respond directly to the Pain, and give the emotional words back to the questioner. 


4. Prospects are voting with their feet when they’re sitting with us—they must be interested in working with us, or they wouldn’t be sitting there, no matter how negative they appear to be. 


5. Never try to get your own emotional needs met when you’re selling. 


6. The worst prospect isn’t the explosive one—it’s the person who has no Pain and who wastes your time. 


7. Respond to every question the prospect poses, no matter how minor. 


8. After responding to a question, make sure you ask whether you’ve answered it adequately.

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