Sometimes in sales, we feel we have to have all the answers and be able to field any question that comes our way. This is party true, partly not.
It's important that we do our homework and that we know as much as possible about our product, our company, our competition, and our skill set. However, when someone asks us a question that we have never heard exactly as it is being expressed, we have a couple of ways to respond.
We can use a similar question that we have received and relate it to what is being asked and answer it. That might satisfy the customer. Also, we can say we don't know and that we'll find out the information.
Either way, I think the customer is more concerned with how we answer or attempt to answer the question than what we actually say. They want to know if we appear uncomfortable or if we are obviously trying to fake it.
For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.
It's important that we do our homework and that we know as much as possible about our product, our company, our competition, and our skill set. However, when someone asks us a question that we have never heard exactly as it is being expressed, we have a couple of ways to respond.
We can use a similar question that we have received and relate it to what is being asked and answer it. That might satisfy the customer. Also, we can say we don't know and that we'll find out the information.
Either way, I think the customer is more concerned with how we answer or attempt to answer the question than what we actually say. They want to know if we appear uncomfortable or if we are obviously trying to fake it.
For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.
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