Sometimes I get the impression that less and less people have the courage to face an uncomfortable situation. Doesn’t anyone have balls anymore?
Some competitors try it at all costs. They offer super low prices and you, as a serious supplier is in trouble. What can you do to beat bargain offers?
To ask questions can be dangerous. At least that is what many people think, and therefore they don’t do it in the first place. Of course, not every question is automatically good. But in general, it’s better to place unperfect questions than not to ask at all.
Explanations and arguments in sales situations tend to grow into endless monologues. Sure, as a salesperson, you know your products inward and out, and there is so much to talk about. A better way is to use the 3-step-pitch.
When companies call for acquisition most of the time the client will have to listen to an endless monologue. I am sure you know that from your own experience. In order to avoid this you can use an elevator-pitch, which helps you to get your message to the point.
An outfit that arouses trust has to be neat and clean, that’s a given for most people. So today I am just talking to a few, yet they exist in every company. They make a bad impression not only for themselves, but for their company too.
Being a strong closer means asking the right questions at the right time. You wouldn’t believe how many sellers get cold feet when it comes to that point.
Are some clients too fussy if things don’t work out the way they wanted? Do they exaggerate and make a mountain out of a molehill? Or is it none of your business to judge this?