5. Is the customer ready for the next step? Feedback is key for the
prospect to green light moving forward. Asking a simple
question like, How does that sound to you? gives the client an
opportunity to present feedback before going on.
7. When problems arise from the buyer s side, don t be afraid to
raise your own concerns. In order for your product to be
effective, the buyer must eliminate any roadblocks on their side.
Put the ball in their court to address internal problems.
9. If a buyer begins to have qualms about something, determine
why. Don t let a buyer take advantage of you. Buyers that just
scope out prices, demand complex paperwork and don t let you
talk to decision makers raise a red flag. Call out the buyer and
open lines of communication.
11. If you think you have something the customer needs, convince
them that they need it. Even better, make your offering
irresistible. Don t annoy the customer out of the deal by being
pushy.
13. Going into every meeting with a set of detailed objectives will
make the task seem less daunting. This will also give you an
opportunity to benchmark the success of each meeting.
15. As the deal enters its final stages, present a clear and concise
summary of what you have to offer. Don t be afraid to ask the
customer if they re comfortable closing. Be confident in your
product and ready to combat any last objections.
16. Our software finds sales triggers
faster. Get a free taste!
Sincerely, SalesLoft.
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