If the prospect has any questions, they will let you know. Make sure you’re saying something because it helps give them a clearer understanding of their problem and the potential solutions. Here are some steps you can take to make sure you don’t say too much: This shows them that you’re there to help them make the best decision, not force them into a decision they’ll later regret. If they stay silent for a while, ask them if they have any questions, or if you can clarify anything. If the prospect is silent after you finish, that’s completely fine! Let them think through their options. Instead, clearly explain the benefits your product or service provides, then stop. The prospect will believe that you are hiding something by constantly steering them toward the product’s best qualities. It makes you less powerful and destroys your credibility. Unfortunately, when salespeople hear silence, they mistake it for a prospect’s uncertainty and ramble on to give them more reasons to make the purchase.ĭon’t do this. “Overselling” is a big contributor to lost sales. When it comes to sales, you can easily say too much.
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