Is the customer ready for the next step? Feedback is key for theprospect to green light moving forward. Asking a simplequestion like, How does that sound to you? gives the client anopportunity to present feedback before going on.
When problems arise from the buyer s side, don t be afraid toraise your own concerns. In order for your product to beeﬀective, the buyer must eliminate any roadblocks on their side.Put the ball in their court to address internal problems.
If a buyer begins to have qualms about something, determinewhy. Don t let a buyer take advantage of you. Buyers that justscope out prices, demand complex paperwork and don t let youtalk to decision makers raise a red ﬂag. Call out the buyer andopen lines of communication.
As the deal enters its ﬁnal stages, present a clear and concisesummary of what you have to oﬀer. Don t be afraid to ask thecustomer if they re comfortable closing. Be conﬁdent in yourproduct and ready to combat any last objections.
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