30 Minutes to President's Club | No-Nonsense Sales 200 (Sell) Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
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Mar 5, 2024 Learn how to handle challenging prospect requests with finesse, offer valid reasons and alternative solutions, and regain control of sales conversations. Address objections upfront to build trust, be authentic with prospects, and act as a guide rather than a servant. Tips for optimizing sales days and sponsor mentions included.
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Bring Up Trouble Early
- Bring up potential troubles early in the sales cycle to gauge prospect concerns.
- Ask prospects if common issues like timing or budget might hinder moving forward.
Leverage Sales Resources
- Share with prospects your sales resources and internal processes to set realistic expectations.
- Suggest including relevant team members to make confident decisions during evaluations.
Detect Prospect Body Language
- Pay close attention to prospect body language and facial cues during meetings.
- Address lack of engagement openly to correct course and improve communication.