|
|
7.1 Answering Questions
Previous page: 7. CLOSING THE SALE
7.1 Answering Questions
During the sales presentation the prospect will ask many questions. Unless you can give an unqualified "yes" or "no", carefully turn the question around.
For example:
Prospect: "Is your delivery date guaranteed?"
Salesman: "When precisely do you need delivery?"
Prospect: "Have you a cheaper model?"
Salesman: "Yes, but can we recheck what specification you need?" OR (if no cheaper model) "It might be possible to install equipment that costs less initially, but would that necessarily reduce overall costs?"
Next page: 7.2 Incremental Commitment
|
|
|
