Paying attention to even the smallest and most insignificant of details can sometimes make the sale. Conversely ignoring even the least of those details can kill a sale. Details by definition refer to dealing with something item by item. Sometimes these items or details may be insignificant or unimportant but the customer does not know this.
Sometimes details that may seem small or insignificant to one person may have just the opposite effect on another. Prospects may be reluctant to voice certain details because they think that they will appear petty and foolish. Not only may these details be unimportant and even ridiculous, but the prospect may believe they are genuine and that is what is important. In short, some details may truly be petty and insignificant but the prospect may still want them answered even if they do not come out and directly say so. They make these details a bigger deal then they really are and may be reluctant to voice them because they think they will appear foolish. Sounds complicated and confusing. Well it is.
People in general are reluctant to voice anything that they think will make them appear foolish. Ever hear someone say“ this is probably a dumb question but”. No one wants to appear dumb or be perceived as dense but that doesn't mean they do not want it cleared up. The salesperson must recognize this and attempt to bring these things out into the open in such a way so as not to offend the prospect.
Even the most ridiculous detail; as silly as it is can kill a sale if the prospect gives it more weight than it deserves. The way to handle this situation is to recognize it and bring it to the surface and handle it. Sometimes it is not only necessary to answer something that seems silly and ridicules but you must do it in such a way as to not offend the prospect. The person knows it is probably silly but they want it answered and they do not want to appear foolish while getting that answer. It is up to the salesperson to recognize this.
It is impossible to set down any stead fast rules pertaining to this situation. This is one scenario that depends more on gut feelings than on established protocol. If the prospect is ashamed to voice some detail or another because they think it is stupid, they may keep silent and because of that silence you may lose the sale.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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