What Not to Promise a Prospect

If you are a true sales professional, you can feel that moment when you are about to get the sale and the pressure of knowing what you say next could win or lose the account.  You are racking your brain wondering what you could promise this prospect to get off the fence and sign the paperwork. In order to get the sale, you listen to the needs of your prospect and promise to provide a solution for certain needs.  Following are a couple of observations to help you in this area of sales.

In this article, let me give you two observations about promises you make during a sales pitch.

• First, be the professional by providing a comprehensive solution for the needs rather than just what the client wants.  Many times a client says, “I want X.”  The sales rep immediately says, “I can provide X!”  The real question is “Why do you need X?”  If you ask this question, you may  find a win, win solution which is much better than “X.”  Educate your prospect.  Do the right thing rather than the easy thing the client claims to want.
• Secondly, there should be at least one time in your pitch when you emphatically say, “I want to be completely honest with you.  I can’t do this, however…”  Prospects are very suspicious of a sales agent who keeps saying, “Oh, I can do that.  I’m superman!”  Be honest with the client.  If the client asks for something you can’t provide, make a point of saying you can’t provide it in a way that shows the client you can be trusted.  This makes the client believe you can do the other things you said you could do.

As always, email me with questions:
james@ccsalespro.com

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Market Segments – Who Should You Sell?

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