February 22, 2021
The Good News - There's More Things You Can Do!
You’re in the close and you’ve done everything right up to this point: you asked open-ended questions and questions of those answers to identify any pain and built rapport, you used tie-downs and asked for the order throughout the sale to push the close along, you even offered 2 product options (studies show this technique reduces the brains perception of risk)... but what do you do when the call is ending and your customer doesn’t want to give you the order? Clearly, you don’t want to let them “think about it” and “call you back” - this is the death knell of your sale.
The good news is there’s still one more 2 choice question… Try this;
“Bob, is the issue that you don’t think our product will work for you or is it too expensive?”
Either way you didn’t let them off the hook (they will always answer a question). If answer is that your product is the issue roll back in asking questions to peel away their concerns. If price is the issue, then you clearly haven’t shown the value of your product and you need to go back and rebuild value.
Give our Support Team a call now at (949) 478-6887 if you have any questions about this or would like any training material - we're always here to help!
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