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30 Minutes to President's Club | No-Nonsense Sales
200 (Sell) Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
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.
29:10
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Quick takeaways
- Apologize promptly if you mistakenly offer something to a prospect, don't chase after every demand.
- Guide prospects by evaluating requests based on their best interest, preempt objections with logical reasons.
Deep dives
Embracing Troublesome Topics Early
Charles emphasizes the importance of addressing potential obstacles or challenges early in the sales cycle. By proactively discussing common issues like timing, priorities, or budget concerns, sales professionals can navigate conversations more effectively. Bringing up trouble at the beginning helps set the tone for transparent and honest communication.
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