Wednesday, January 27, 2010

Questions and Answers

from my email:

Daily Sales Tip: Dealing with Tough Questions

When someone asks a question during your sales presentation, don't be afraid to ask them to elaborate if you're not clear on what they want to know. If people are asking questions because they don't understand your product or service, slow down or back up.

Some salespeople react defensively when prospects ask questions to get more information or clarify a point. Instead of looking at objections as opportunities, they see them as obstacles in the way of finalizing the sale.

Source: Adapted from Exceptional Selling, by Jeff Thull, president of Prime Resource Group (

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