This guest blog by Jim Prigg from Business KnowledgeMaster provides invaluable knowledge if selling is involved in your organisation (and I haven’t found one yet where it isn’t!)
My favourite one of Jim’s six tips is: Learn to disqualify bad, reticent and reluctant prospects early. Jim sets the scenario and then provides suggested phrases you can use. One of these, which I’m going to use from now on is:
“As we have been talking I can see there is something you are not sure about. Is that correct? Lo0k, why don’t we take some time out. I will contact you by (state a near time frame). However, if you make your mind up earlier, you will call me to tell me your decision, won’t you?”
Jim says, this lets them think they are now in control of the interview situation. However, options like this give you the ascendancy if they do come back. You are now setting the terms of reference to do business with you. Sometimes a simple breather or cooling off is all that is required.
The advice in this white paper will definitely help you in your business. To read the full report click this link:
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