Quick Fix #6: The prospect is always right

Nobody likes to be told that they're wrong - especially someone you want to buy your product or service.

I cringe when I hear sales people defend their products, services and prices when a prospect raises an objection. Take it from me, the prospect won't change their minds simply because you want them to. They will only buy from you for their own reasons - not yours.

To discover what their reasons are, you need to support and acknowledge their objection, rather than becoming defensive. So the next time a prospective client tells you that "we already use ABC to do that," instead of telling them why ABC is a bad choice, just respond by saying: "That's OK, many of our clients use (that product). The reason they want to talk to us is to ensure that they're always (insert a value statement). When was the last time you reviewed your system?"
For more information on handling objections, re-read our article Is your prospect hesitating? Are you surprised? available on our Web site.

After the question's been asked…

Finally, while we're on the subject of questions and conversations… have we forgotten the most important part of any conversation - listening to the other person?

Most people say they are excellent listeners. But when is the last time you actually felt truly listened to? To hone your all-important listening skills, try one of the following techniques during your next sales call or meeting:

• Take notes. This will show your prospect that you're paying attention, while also ensuring that you don't forget any important details.
  
• Pretend you're Columbo (without the scruffy trench coat!). Remember how Detective Columbo would always ask that one last, revealing question before leaving the room? Take a lesson from his successful track record, and ask clarifying questions such as "what do you mean by that?" or "how is that working?" You'll gain a deeper understanding of your prospect's needs, and instantly enhance your credibility.
  
• Last but definitely not least, don't interrupt. Resist your urge to complete your prospect's sentences, and never, ever - ever - cut them off mid-sentence. In other words, when it's their turn to talk, keep your mouth shut!

Dedicated to increasing your sales,

Colleen