Sales Training: Day 118 – Prospects hear what they want to hear

Words can be very powerful.  And they can get you into trouble.  I have said to a prospect, “James, if you can commit to a three-year contract, I can probably get you a discount.”  What James heard was, “I can get you a discount.”

It is very important to follow up conversations where you are discussing pricing, terms, special considerations, etc. with written correspondence of what you actually said.  Then, make sure your prospect received it.  The next time you speak with them say, “James, I want to make sure you receive my email regarding….”

Never take for granted what you think they heard.

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Part-Time Sales Management