By Keith Rosen, MCC
The Executive Sales Coach™
The salesperson’s advantage is that he or she is also a consumer and a prospect. This enables you to better connect with each prospect with whom you speak.
Think about what goes through your mind when you make a buying decision. Here are the top twelve most commonly asked questions of a potential buyer:
- Is this something that I truly want or need?
- Am I getting the best deal?
- Is there a real identifiable value in the product or service?
- Is the price fair in relation to the value?
- Should I spend a little more money for better quality?
- Is this salesperson being up front and honest with me?
- Is this salesperson sincerely looking out for my best interests?
- Can I afford to make this purchase now?
- Should I shop around and see what other companies are offering?
- Should I hold on to my money in case I need it for something else, like a real emergency?
- Do I clearly see the benefits of making this purchase?
- Is it going to cost me more in the long run if I don’t make this change?
These same questions run through the mind of the prospect when you make your pitch. By keeping these questions in the forefront of your mind, you will be better equipped to defuse the concerns and resistance that would otherwise stall or destroy your sale.
About Keith Rosen, MCC — The Executive Sales Coach
Keith Rosen is the executive sales coach that top corporations, executives, and sales professionals call first. As an engaging speaker, Master Coach, and well-known author of many books and articles, Keith is one of the foremost authorities on coaching people to achieve positive change in their attitude, behavior, and results. For his work as a pioneer and leader in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential executive coaches in the country.
If you’re ready for better results quickly, contact Keith about personal or team coaching and training at 1-888-262-2450 or e-mail email@example.com. Visit Keith Rosen online at Profit Builders and be sure to sign up for his free newsletter The Winners Path.