NURTURE HONESTY TO GROW SALES
Sometimes, honesty really is the best policy. (For clients on the fence, anyway.) Rick Greene, western regional vice president for HALO Branded Solutions, Sterling, Ill., explained how honesty can be a powerful sales tool for converting indecisive clients.
"I go for the bold and simply ask the honest question, 'What is between the "maybe" right now and a "yes" that will let us proceed with the order? What is preventing us from starting on this project? Please, be frank with me and let's either move it forward or move on,'" he said. "Often you discover they aren't the final decision-maker or they have a friend in the business. Sometimes, they are just busy and don't want to have to make a decision until the dust settles," he explained. "But they often appreciate the direct question and it frequently results in a 'yes.'"
- People:
- Paul Kiewiet
- Rick Greene
- Places:
- Michigan
- Sterling, Ill.