Slow Down for Speed Bumps
The act of listening is a valuable tool for satisfying unhappy customers
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Not all sales interactions run smoothly—even the best salespeople occasionally hit a bump in the road. Here are the six most common mistakes salespeople make and tips for overcoming them:
1. Fearing the customer’s reaction. Instead of anticipating what a customer might say, think of it as an opportunity to find out what the customer really wants. For example, salespeople dread hearing, “Your price is too high.” It’s almost a knee-jerk reaction to offer a lower price. Be proactive, and try to uncover the unique buying criteria important to the customer so the price objection never becomes an issue.
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