We experience various hurdles and setbacks when trying to “sell” to “customers”—whether that customer is your boss, friend, spouse, a client. These concerns may be due to:
Skepticism. Being skeptical is not a position; it’s simply a process where the customer is yet to be convinced what you’re claiming is true.
Misunderstanding. You’re not on the same page, and you or your customer failed to grasp critical information that will explain why what you’re selling makes sense.
Drawback. There are realities that are disadvantageous under certain circumstances but they are not necessarily insurmountable.
Instead of going back to the drawing board and trying to think of a new solution, determine what is preventing customer buy-in, acknowledge, and attempt to resolve them. This requires a collaborative approach where you work with the customer to surface the issues. Continue reading...
AchieveGlobal's Professional Selling Skills® will help you examine how to provide information that helps your customers make an informed buying decision. By the end of the workshop, your organization will experience:
Increased success in winning new business and building customer loyalty.
Decreased costs by helping salespeople better judge account potential and use time more efficiently.
A common language for your sales team, resulting in improved communication and teamwork.
Reduced turnover by providing salespeople with direction, support, and flexible professional development.