BASICS OF SALES

The aim of any salesperson is to present the benefits of their product or service in such a way as to convince those prospects of the merits of what they are saying without any objections.

Prospects and customers however are human beings, and just like you they may have moods that color their judgment from time to time. ( Refer to my blog on June 22nd Customer Moods.) They may be irritable, anxious, nervous, etc. Any number of things can cause these reactions. When you call on prospects when they are in one of these states a multitude of objections may arise, and most of them can be traced not to you or your presentation but to their mood.

When you encounter a prospect or customer and objections occur right from the start of the interview and keep building and seem to be unreasonable and irrational, they are probably caused by these temporary moods. If this is the case be more tactful than usual and try to gain as favorable a reaction as possible as quickly as possible. If you find it is almost impossible to gain a better reaction then do not force the issue. Make arrangements to call back at a future time without irritating him further even though it is no fault of yours.

By leaving quickly hopefully you will be less likely to be connected with his foul state. Some times salespeople are remembered by customers according to the mood the customer was in at the time. If the customer was in a foul mood at the time you called on him then you may be associated with that mood even though you had no part in producing it.

Leave as quickly as possible, and on a pleasant note so you can return, hopefully when he is in a better mood.

Thank you
Joe D'Ambra
www.basicsofsales.com
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