Tuesday, August 17, 2010

Avoid the No

from my email:

Daily Sales Tip: Give 'Em a Choice

When you only offer one solution to a customer, the only possible response is to say yes or no. Whenever possible, offer two or more alternatives and ask the customer to choose the one that is best for them. A good way to phrase this is to say something like "...based on what you told me about your needs, I think that these two products/services would work well for you. Which would you prefer?"

There are several advantages to offering alternatives to a customer. It doesn't come across as pushy, lets the customer pick the product/service/option that works best for them, and shows the customer that you are trying to provide something that truly meets their needs.

Source: Bill McCormick, president of Sales Training And Results, Inc. (STAR)

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