The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale by Schiffman Stephan

Author:Schiffman, Stephan [Schiffman, Stephan]
Language: eng
Format: epub, mobi
ISBN: 9781440550256
Publisher: Adams Media
Published: 2012-12-17T22:00:00+00:00

Whatever it is we are trying to sell or sell more of—a piece of software, a series of training programs, whatever—we should identify a particular problem that could be waiting for us around the corner somewhere. We then try to raise that tough issue ourselves rather than wait for the customer to do so.

After all, what is the alternative? If we know we are going to get hammered on price but we do not have any meaningful feedback about what price the other person is looking for, why on earth would we wait for the person to give us an objection—or even worse, an objection that is not truly an objection that still stalls the sale completely?

When it comes right down to it, I would much rather understand the true dimensions of the problem that is keeping the other person from deciding to buy more from me. I would rather get that information straight than hear some vague brush off about needing more time to think about it or having to talk to somebody else.

By raising the most difficult issue ourselves, and not waiting for the prospect to either bring it up or, even worse, fail to bring it up, we get a much better sense of exactly where we stand when it comes to the initiative of getting this person to buy more from us.

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