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?