How to be a Professional Salesperson.©
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Sales Training - Not knowing everything.
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This includes all per diem and materials for up to 10 sales reps and/or sales managers.
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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.
– 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
Sales Managers – Make sure your sales reps don’t let issues slide. Keep track of the issues. Customers don’t forget.
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© 2012 Louie Bernstein . Copyrighted material. All rights reserved.