Good salespeople, by nature, are optimistic. When they hear prospects sharing their needs or concerns, they automatically assume that complaining about a problem or issue is equal to being willing to make a change.
In this workshop, participants will learn how to test the reality, reverse the sales call and make the prospect 'ask for the order.'
- Practice the emotional intelligence skill of reality testing. Look for evidence that the prospect is committed to solving the problem or taking advantage of an opportunity.
- Ask courageous questions that uncover the truth.
- Stop giving the same answers as all your competitors (i.e. what makes you different?).
- Lower the prospect's guard by not overcoming the objection.
We practice what we preach. We don't make recommendations until we meet with you face-to-face or have a conversation on the phone: 303-708-1128.