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Create a Sales Strategy - Problem Solving
Thursday, June 14, 2012, 6:21 AM
[General]
Don't be afraid of this process. It's better to have negative feelings and thoughts come out at this stage. Once you feel you have all the conditions on the table, you can proceed to the next strategy.
Get all the Conditions and Objections on the Table
It's a mistake because most stated conditions are merely smokescreens to cover up deeper feelings of uncertainty. You simply cannot negotiate with a smokescreen - as soon as you satisfy one condition, the prospective client will raise another one.
Here's where you need to return to the Probe step,Cheap Antoine Winfield Jersey, questioning the deeper meaning of things. When you meet resistance of any sort,Cheap Jared Allen Jersey, you simply return to the probe. That's the only way you can get all the conditions on the table so you can deal with them. Ask questions such as, "Is this the only reason you'd be hesitant to go ahead?" or "If I could show you how to solve that problem,Cheao Mike Thomas Jersey, could I presume you'd be ready to go ahead?" by pursuing this line of questioning you'll eventually bring all conditions of purchase into the open.
Potential clients will almost never say,Cheap Randall Cobb Jersey, "I would buy this today under the following conditions..." More often than not their response will be something like: "I don't know!" or "That's a lot of money,President Obama NFL Jersey!" or "I wish you offered it in a different color," You need to expect these sort of responses and don't' be shocked when they occur because it will. At this point, a lot of salespeople react somewhat hysterically and start hammering away at all the reasons why the price or another issue shouldn't make a difference. And that's a big mistake,Cheap Lyle Alzado Jersey!
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