It amazes me in working with some individuals, how they can do all the hard parts of the sales cycle and then drop the ball at the very end; which is the easiest step of all.
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ARE THEY QUALIFIED?
There is no doubt that the best tool that a salesperson has is questioning techniques. Also, there is no doubt that there are extremely poor questioning techniques being used by some of these same salespeople. In subsequent blogs, we will be delving into an array of questions and techniques to get information and to help the client come to their own conclusion.
DO YOU WANT FRIES WITH THAT?
How many times have we heard that? How many jokes do we make about that particular question? Truth be told, they are doing something that we, as business people rarely do.
PRICE SEEMS A LITTLE HIGH…Part 3
This is the final installment of the ‘price is a little high’ objection, for the time being. Previously, we discussed the following two techniques on how to politely refuse the buyer/seller ‘dance.’
PRICE SEEMS A LITTLE HIGH…Part 2
As we check back in with our buyer Bill, and with you as the seller, we found out last week in part 1 about the ‘buyer seller dance’ that we all play. It was also determined that not only do buyers want to lead, but also, that we as sellers, are happy to be led.
PRICE SEEMS A LITTLE HIGH…Part 1
Thus begins the ‘buyer seller dance.’ How you handle this will determine if you lead or are led. The above statement, or, a similar one, is the basic tactic of any buyer. I truly believe that there is a school where they go to learn this and this one, in all likelihood, is under: Getting them to drop the price 101.