The Method of Selling by Mark Benedict

Author:Mark Benedict
Language: eng
Format: epub
Tags: ebook, book
ISBN: 9780978116262
Publisher: CCB Publishing
Published: 2010-06-02T00:00:00+00:00

6) The prospect’s anxiety level:

If a prospect seems to be concerned with time or distracted in general, for example, by looking at their watch, ask them how much time do they have available. A prospect will not absorb your message if their mind is somewhere else because of the simple fact that they may need to be someplace else at a certain time. If you detect this anxiety then tailor your presentation to accommodate the situation. You may have to reschedule.

7) The prospect’s level of suspicion:

A prospect usually will not buy anything from a salesperson they don’t trust. If you detect any suspicion from them towards you as a salesperson then change your pitch by being upfront with them the best way you can, or else you will lose the sale. Confess to them something that they may want to hear, like a flaw that exists within your product. Show them your weak side but then be sure to provide a reasonable explanation afterwards.

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