Clarifying Cinches the Sale
Have you ever been in the middle of a presentation only to find something didn’t sound right to you?
On occasion this might even happen to you, so it’s best to be prepared in the eventuality. Some people stumble over their own words and try to cover them up as if everything was just fine. Others will interpret for the client but the interpretation may be incorrect. In either of these situations, you can almost bet trust is eliminated and the sale will be lost.
The better way to handle the delicate situation is be of the mindset to admit openly, “That doesn’t sound right. Let me research the matter to give you the correct information.” Your prospective client will appreciate your honesty and will almost always give you the opportunity to return to the conversation. Clarification and a willingness to resolve misunderstandings is essential for securing the sale.
And during meetings where everything is seemingly understood, it is always best to ask, “Do you have any additional questions?”
The reasoning behind the question is, it’s possible your prospective client is too shy to openly ask but may well have a burning question. Unfortuantely, if that person walks away without having the question answered, because you didn’t ask, once again the sale will be lost. The same is true for job seekers while on interviews. Before you walk out the door, ask if there are any remaining questions. You want to leave on a high note.
The key to successful sales is not talking but a fruitful dialogue where questions are asked of one another and honest answers are provided. This builds the relationship, the trust and the sale. Your clientele delivers the marketing message for you that you are easy to work with, thus providing repeat business, referrals and testimonials ~ the Hallmark of Smooth Sale!
Read Addtional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
