Sales Do's and Don'ts
 |
Discuss this Article No responses yet, be the first... |
Sales Do's and Don'ts
Do Not ask permission to ask a question - as in, "Can I ask you a question?" This introduction triggers a shut-down response from most prospects.
Do Not start the conversation with a sales pitch.
Do build trust by asking open-ended personal questions. The more personal, the better.
Do observe the environment where you will give the presentation for clues that will allow you to ask better open-ended, personal questions.
Do Not assume that a prospect's reply, "I'll think it over," is a yes. It's not.
Do answer a customer's objections honestly, and remember-these questions are not roadblocks.
Do listen more than you talk.
Do not take too much of your prospects time. Ask for 15 minutes, no more than 20. Few business owners can spare more than that.
Do follow up with prospect-turned-clients and find out how you can continue to serve them in new ways.
--Written by Kristen Hampshire
