BASICS OF SALES

There are several ways that a customer can express doubt without ever using the word. He may use phrases like “I wonder,”. He may say “I'm skeptical,” or he may ask you to show him something, or say that he doesn't believe something.

A doubt differs from a misunderstanding or objection in this respect. When a prospect has a doubt he has no real reason for thinking the way he does. A doubt is merely a request for assurance of some kind. This differs from an objection or misunderstanding which is based on solid impressions. A doubt reflects a request for assurance that the benefits presented are indeed true and reliable.

If you can not recognize whether the prospect has a legitimate reason for his statement, ask. Probe to gain information.

Sometimes, it is difficult to tell if a prospect expresses skepticism for something specific or misunderstood. Perhaps there is a conflicting set of circumstances that makes it hard to recognize the difference between objections, misunderstandings and doubts. When this occurs, probe. Ask questions. Find out exactly what the nature of the problem is. Then handle it.

Do not make a request for assurance (which is a relatively simple thing} into a full blow objection or misunderstanding. Limit the doubt by recognizing that it is a doubt and reassure the prospect that the benefits presented are true and legitimate.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips

Please click the free preview at www.basicsofsales.com and let me show you how I can increase your earnings and give you a better life through selling.