By Don Skipper – President, CBI, Inc. International
Sales Tip #1: Why closing right now is so important…
Experts say that if a salesperson allows a prospective client to stall, there is a 95% chance of losing that particular sale. When a prospective client says, “Well, I’m not sure. I better think about it for a few days,” get more aggressive. Probe to find out why they want to stall:
- Are they afraid of the cost?
- Are they leery of the quality of your services?
- Are they not sure they need your services? Or that you CAN make a significant difference, not just in their next position, but also with the rest of their productive life?
Find out exactly what the conflict is – then address it. If all else fails and you can’t close them, at the very least set up a time for a follow-up call before you hang up the phone. Then be sure to follow-up – even if it is a few months later!
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