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Add You - Dealing With a Difficult Prospect
Consultants News, of Peterborough, NH, is probably the most prestigious consultants news letter published and features world wide distribution. Awhile back, because they receive many questions about “how to value consulting firms” . . . . . whether they're mid-sized firms being acquired by industrial giants, or founding
Luxury real estate marketing calls for a unique approach. There's more at stake financially, which leads to a longer sales process. On top of that, the average buyer of luxury real estate is well educated, Internet-savvy and detail-minded.Combine all of these factors, and you can see the need for a unique marketing
Neither of those will accomplish anything that will lead to a sale. You may feel better or feel like you won, but ultimately you and the company or product you represent will lose out in the long term.
The first step you should take when dealing with a difficult prospect is identifying the cause of their frustration, anger and attitude.
Take time to listen before you try to present or sell. While they are in an emotionally charged frame of mind anything you say will be lost on them. This is their chance to “show you”.
Once you have identified them as a difficult prospect simply say...”Mr. Customer, it sounds like you have had a bad experience with (the product, the company, another salesperson). Would you mind telling me what happened? I certainly don’t want to make the same mistake.” Give them ample time to answer or tell you their side of the story.
Here is what you will accomplish:
They will vent their frustration or anger. At the end of their input they will usually be less angry or frustrated because someone took time to hear them out.
If you have listened carefully they will, in all likelihood, have told you exactly what NOT TO DO in order to earn their business.
Does this technique work one hundred percent of the time? No. Nothing works all the time. You are simply trying to increase your probability for success. You alone, after you hear them out, are now in a position to decide if you want to continue to make them a customer or know if that is even possible depending on the circumstance. If what they are basing their frustration or anger upon is a customer service issue get your company involved to resolve it. You will not sell this customer until you
Is your networking group inclusive and interesting, or dull and demotivating? Would you be better off at Starbucks with a mixed bunch of entrepreneurs?We are all supposed to get 'out there' and 'network'. Cue collective groaning, and creative avoidance techniques to avoid the tension inducing prospect that is netwo
The first step you should take when dealing with a difficult prospect is identifying the cause of their frustration, anger and attitude.
Take time to listen before you try to present or sell. While they are in an emotionally charged frame of mind anything you say will be lost on them. This is their chance to “show you”.
Once you have identified them as a difficult prospect simply say...”Mr. Customer, it sounds like you have had a bad experience with (the product, the company, another salesperson). Would you mind telling me what happened? I certainly don’t want to make the same mistake.” Give them ample time to answer or tell you their side of the story.
Here is what you will accomplish:
They will vent their frustration or anger. At the end of their input they will usually be less angry or frustrated because someone took time to hear them out.
If you have listened carefully they will, in all likelihood, have told you exactly what NOT TO DO in order to earn their business.
Does this technique work one hundred percent of the time? No. Nothing works all the time. You are simply trying to increase your probability for success. You alone, after you hear them out, are now in a position to decide if you want to continue to make them a customer or know if that is even possible depending on the circumstance. If what they are basing their frustration or anger upon is a customer service issue get your company involved to resolve it. You will not sell this customer until you
Have you ever wondered why Eagles are great hunters? The answer is with their vision, how they use it and what they see high in the sky. A Sparrow on the other hand doesn't fly as high and works hard for everything.The Eagle takes the advantage of perspective by flying high to check out the landscape of the hunting
Once you have identified them as a difficult prospect simply say...”Mr. Customer, it sounds like you have had a bad experience with (the product, the company, another salesperson). Would you mind telling me what happened? I certainly don’t want to make the same mistake.” Give them ample time to answer or tell you their side of the story.
Here is what you will accomplish:
They will vent their frustration or anger. At the end of their input they will usually be less angry or frustrated because someone took time to hear them out.
If you have listened carefully they will, in all likelihood, have told you exactly what NOT TO DO in order to earn their business.
Does this technique work one hundred percent of the time? No. Nothing works all the time. You are simply trying to increase your probability for success. You alone, after you hear them out, are now in a position to decide if you want to continue to make them a customer or know if that is even possible depending on the circumstance. If what they are basing their frustration or anger upon is a customer service issue get your company involved to resolve it. You will not sell this customer until you
If you have ever had the pleasure of attending classes in the fine art of making sales, you will remember that a very important section is “Overcoming Objections.” In class the trainer gives students two lists; frequently used objections and scripted responses for each objection. The trainee is required to memorize the
If you have listened carefully they will, in all likelihood, have told you exactly what NOT TO DO in order to earn their business.
Does this technique work one hundred percent of the time? No. Nothing works all the time. You are simply trying to increase your probability for success. You alone, after you hear them out, are now in a position to decide if you want to continue to make them a customer or know if that is even possible depending on the circumstance. If what they are basing their frustration or anger upon is a customer service issue get your company involved to resolve it. You will not sell this customer until you
Control panels are used to identify switches and controls on equipment. May cover membrane switches, and have holes for switches or screws, clear areas for indicator lights, etc. Usually printed on Lexan pr Lexsaver. Because control panels are often subject to physical contact - whether due to use of membrane switches, or
If you identify that another salesperson was the cause be certain to not repeat their mistakes. Also be warned not to demean or belittle the other salesperson, product or company. It does you no good in the eyes of your prospect. There are many ways to point out the advantages of doing business with you and your company without it.
In conclusion, you will find that turning a difficult prospect into a customer will win you a customer for life.
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