sales training increases income
How to be a Professional Salesperson.©
Free Video Series

Sales Training - Not knowing everything.

Don't forget - Onsite training too!  A tailored, one-day workshop.
This includes all per diem and materials for up to 10 sales reps and/or sales managers.
Click here for details and jumpstart your sales with this year's award-winning training.

 

Nobody knows everything.  Relax; your prospects and customers know that.  They’re not looking for a walking Encyclopedia or even a Wikipedia.  What they are looking for is someone who can get answers so they can make a decision about your product.  

Believe it or not, sometimes you’re better off not knowing the answer to a question.  I was once working on a deal and I got a question that stumped me.  This was not a problem for me.  I went back to my support people and had an answer for the customer in 20 minutes.  When I came back with the answer, my prospect thanked me and said she never had a sales rep turn around an answer so quickly and she was extremely grateful.   From that point on we had a very easy buying cycle and she became a long term customer.

That event really triggered something in my head that I never forgot:  It’s not always how smart you are, how well you speak English, or how nice a car you drive that impresses a customer.  It’s what you do, how well you do it, and how quickly you can get it done that impresses a customer. 

While I have been tempted on occasion to tell a prospect I didn’t know the answer to a question that I actually did (which would be dishonest) I have never felt bad saying, “Good question.  I don’t the answer, but I will find out for you.”  It gives me a chance to show my value to them.  So, don’t run because you may not know everything.  Accept their question as an opportunity to show your value.

   

Sales Homework – When you get a question and you don’t have the answer, find that answer as fast as you can.  If it’s going to take a while, make a note of it on your day planner and check on it every day.  Call your prospect as often as appropriate to keep them up-to-date on your progress.  It will build Trust between you and your
customer-to-be. 

Sales Managers – Make sure your sales reps don’t let issues slide.  Keep track of the issues.  Customers don’t forget.

       Read more...   

Sales Training

 

Read this complete lesson, and the other 261 money-making
sales training lessons, by clicking here sales training workshop

                      Click here to go back to the complete list of sales training videos.

          


          



Contact Mr. Bernstein for speaking, training and consulting engagements by clicking
here.

twitter for sales training    Facebook - sales training courses    LinkedIn for sales training

Sales Getters Home Page

© 2012 Louie Bernstein . Copyrighted material.  All rights reserved.

Protected by Copyscape Online Infringement Checker