Let's face it: the greatest accomplishment for a member of the sales
community is closing a deal with a skeptic. Many who are proficient
at this art agree that it is far more gratifying to convince someone
who initially felt your product was not necessary that it indeed is,
than to complete what the industry terms an "easy sell." Lucky for
us all, plenty of doubters buy products and services everyday. Let
us examine eleven of the fundamental techniques used by those who
succeed in persuading the worst of cynics.
1. Know your product/service
Know it inside and out, backwards and forwards. You should know its
strengths, weaknesses, and any proprietary features. Also understand
the factors that influence its supply and demand. All of these will
strengthen your presentation and help the skeptic make a more
informed purchasing decision. There should be nothing that anyone
can tell you about what you solicit. You will definitely be asked
questions, so be prepared to demonstrate all aspects of your
product/service in response.
No comments:
Post a Comment