A compendium that provides you with practical and easy-to-follow advice on how to deal with the 17 most difficult prospect behaviours you're likely to encounter!
Prospects can raise any number of objections (reasons for not buying your product or service). Some are real objections; others are a smoke screen to hide reasons that the prospects may be embarrassed to admit. To successfully sell to them your job is first, to discover what the "real" objections are, and second, to overcome them.
Strategies To Crack The Sales Objections Of The 17 Most Troublesome Prospects provides you with 17 psychological/behavioural profiles of reluctant prospects, possible reasons for their objections, and numerous strategies on how to overcome these objections. In order to successfully sell to these prospects, you'll also need to have a number of well-developed personal skills.
Other skills needed include the ability to actively listen to what prospects are telling you and also the ability to get to know what makes your prospects tick. An in-depth knowledge of their business or their circumstances is also crucial as the more you know about your prospects, their business and their circumstances, the better you will be able to understand … and ultimately meet their needs.
Whenever you encounter a prospect you're having difficulty in selling, the Table Of Contents of this compendium can help you match the prospect's behaviour to their objection.
The Table Of Contents includes:
- The prospect who beats you down on price.
- The prospect who won't take your calls.
- The prospect who gets angry over mistakes.
- The prospect who lies to you.
- The prospect who is an egomaniac know-it-all.
- The prospect who doesn't have buying authority.
- The prospect who complains about everything.
- The prospects who say they don't have money in the budget.
- The prospect who is abrasive.
- The prospect who is indecisive.
- The prospect who is indifferent.
- The prospect who is hard to read.
- The prospect who love what you say but does not buy.
- The prospect who buys a competitive product elsewhere.
- The prospect who buys elsewhere on relationships.
- The prospect who buys elsewhere because of company politics.
- The prospect who may cancel the order.
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