The document emphasizes the importance of effective communication in sales, advising salespeople to avoid passive responses and to take responsibility when engaging with customers. It suggests offering solutions and building trust through references while highlighting the competitive advantages of offers. Salespeople are encouraged to build confidence in their products and to turn customer disagreements into opportunities for persuasion.

1. close sale with
well tamed replies
salesperson must know what not to answer

2. an unintelligent statement of "seller"
can easily spoil possible sale

3. passive response
&
customer simply move to next seller
"there are more sellers
than customers"

4. it’s a
company policy

5. dealsaver statement
it’s a company policy
Offer solutions, not blames.
To earn credit of success, do
deliver with responsibility.
Policies are made to serve, not
to loose customers.
"let me workout something special for you"

6. i am new in
company

7. gain time & get correct answer
i am new in the company
Yet not ready to face customer.
Just a propaganda messenger.
Go back for orientation
program.
“let me get opinion of boss on this”

8. trust me

9. better chance of winning
trust me
Sometimes create doubt.
Customer is already in
disagreement!
Proof or references build
trust.
"feel free to check with my other customers”

10. that’s not
my department

11. pumps in confidence
that’s not my department
Take onus, take responsibility.
Represent a full fledged company.
Get solution, satisfy customer.
"allow me some time to resolve, I need to
invite a colleague for this “

12. I haven't
used it myself

13. generates interest
I haven’t used it myself
Doubt generator.
Believe in what you are
selling, experience & accept
it.
Sell with confidence.
"try it before you buy"

14. my offer is
competitive

15. people love addons
my offer is competitive
But why to compare?
Highlight benefits.
Offer with bunch full of
advantages.
“these are some exclusive advantages of my
offer”

16. there is a
fine difference
between
lame excuse and tamed reply
use customer’s disagreement as
opportunity to change his
No to Yes

17. meet the author
linkedin/in/gsmarjara
Or