August 26, 2010 by Ken Dooley
Posted in: closing, communication, In this week's e-newsletter - Sales & Marketing, Latest News & Views - Sales & Marketing, negotiating
Selling to these types of prospects isn’t easy. But it can be done by using these five tactics:
1. The skeptics. Salespeople who run into a brick wall with some prospects could be dealing with closet cynics. While the salesperson is making a presentation, these prospects may be dismissing everything being said about a product or service as hype. Recommended approach: Back up claims with hard statistics.
2. The comparers. Some prospects will refuse to make a decision until they’ve shopped around. Recommended approach: Accommodate these prospects by giving them space to check your claims against the competition’s.
3. Now-or-never prospects. These prospects want your product or service in a hurry. Otherwise, they feel the deal isn’t worth it. Recommended approach: Make sure the product or service is accessible without having the person jump through hoops or wait too long to start benefiting from it.
4. Disappointed prospects. Prospects who’ve had bad experiences with a comparable product or service in the past may be tough to sell. Recommended approach: Show them why the problems they’ve experienced in the past will not crop up again in the future.
5. Confused prospects. Customers who aren’t quite sure what your product can do for them will be hesitant buyers. Recommended approach: Ask the prospect whether he or she has all of the information they’d like to make an informed decision about your company.