Don’t let the prospect’s opinion of your reps
undermine a sale.
Fear of being disliked can completely sway
the way they approach a deal.
Sometimes they need to ask tough questions.
The customer is your customer, not your pal.
Remind reps that communicating value is the
reason for their sales conversations.
While being liked can help, it cannot replace
asking the tough questions that will
determine if the product is right for them.
A prospect cancels an appointment.
Does that rejection make your reps
They’ve got to Recover quickly…
Let your reps know that There are two
options: Either reschedule the appointment
or axe the prospect and move on to
Even a quick loss is a productive
“SUCCESS IS BURIED ON
THE OTHER SIDE OF
REJECTION” -TONY ROBBINS
It’s a common belief that it’s
impolite to talking about money.
But if your reps are not comfortable
talking about money, they’re going to
have trouble selling a product.
“WHEN IT COMES TIME TO QUALIFY
THE PROSPECT FOR BUDGET, YOU
NEED TO KNOW,” ROBERGE SAYS.
teach your reps that communicating value
trumps all else.
If they can explain how much your product
will help a prospect and get them excited
about using it, price will not be an issue.