Sales/Marketing Tips From The Front Lines

Review the buying criteria - This can be a great way to turn the tide when a customer starts to get a little hesitant.  If you’re product truly meets their needs, this method should either bring them around OR bring out the true objection.  You simply run through the list of ways your product meets the prospects needs……stopping for the prospect’s agreement after each point.  After you’ve run through a few points where you’ve met the criteria that they gave you during the process, they will either agree or tell you what the real problem is.

The “Ben Franklin” - This is an oldy, but a goody.  When the prospect has stated they just can’t make a decision, you say “You know, when I’m faced with a tough decision, I make a list of the pros and cons - and the answer makes itself evident.”  And then you help them make a list.  Two columns - one for PROS and one for CONS.  Help them fill out the PROS list with all of the things you’ve agreed upon with them - as many as you can list.  Then let them fill out the CONS by themselves.  When their list is shorter than yours, you say, “It looks like you’ve settled this issue, so…….” and move on to a secondary question - something like, “…….now all that’s left is to schedule delivery.”

NEXT POST: We wrap up closing and move on to some marketing tips.

Now go sell something!