People don’t buy from people they don’t trust. Without establishing credibility with a new sales prospect you will fail to close the sale.
Anyone can sell cheaply enough. It takes a professional to hold your margins because discounting too quickly is an attack on your bottom line.
If you try to pitch your products and services too early you are unlikely to be able to close the sale. Closing comes at the end of the sales process so you need to understand the entire selling process first.
If you can’t close a sale on the spot, come away with something, another meeting, a proposal, a presentation or a newsletter signup. If you do you are more likely to sell the prospect down the track.
There are only 4 reasons a prospect may raise an objection. Handling objections through this process increases your ability to overcome them easily.
Objections are a signpost that a buyer is lost. Overcome this by finding out where they are, where they want to go and how they want to get there.