It’s not uncommon to be caught off-guard during a sales call, meeting or presentation. An unexpected question, an unresolved problem with a current product, or an unresponsive prospect can all throw a wrench into the best-laid plans. It’s how you respond that makes a difference.
If you become flustered, you won’t succeed at delivering your value proposition in the best possible manner. If you allow the questions to throw you off-track, you may lose sight of your main objective. If you can’t respond appropriately to objections or concerns, you will not likely move the sales conversation forward.
Remember, selling is a contest-a contest between you and your major competitor. And if you want to win it’s essential that you perform under pressure.
How do you do this?
In a word…prepare
Before every single sales presentation, meeting, appointment or call, you need to consider:
- Who will be at the meeting?
- How receptive will those individuals be to your concept, idea or solution?
- Are there unresolved issues with any previous orders, purchases or products?
- What objections might be expressed?
- What questions might be asked?
- How will you respond to these objections and/or questions?
You don’t need to spend hours thinking about these questions; usually a few minutes of uninterrupted time is more than sufficient. However, it is time well-invested because it is less likely that you will be caught off-guard.
For more on sales techniques, see:
- Nine easy ways to blow a great sales opportunity
- Beat the competition
- Soft selling: Simple closing basics
Kelley Robertson helps sales professionals master their sales conversations so they can win more business at higher profits. Get a free copy of “100 Ways to Increase Your Sales” and “Sales Blunders That Cost You Money” at http://www.Fearless-Selling.ca.