TWO WINNERS

The real test of a salesperson’s ability is to sell to a prospect that does not agree with you. It’s easy to sell to someone who agrees with you, but what if their mind is made up in another direction? Changing their minds can be done but it is not an easy task. Sometimes you can say one or two things and get the prospect to see your point of view. The first step is to pick an appropriate time to start interjecting your ideas into the conversation. If your prospect is excited or agitated about something you said or a previous experience, interrupting them and interjecting your opinion may only make the situation worse. If a prospect is expressing concerns or their opinions, let them finish. Once they are finished, then continue the conversation. However, you want to avoid giving the impression you are forcing your opinion or ideas upon them. It is always good whenever possible to acknowledge their point of view by agreeing with them, if you do. This shows them you appreciate their point of view. Now comes the delicate part, there may be some of their points you don’t agree with. Even if you are right and they are wrong, never put yourself in a position of rejecting their point of views. You have to get them to want to change their minds and see your point of view. The goal of any sales presentation is not to have a winner or a loser but have two winners. Related Information and Articles: How to Sell Carpet Protectors Sell The Sizzle Selling Maintenance Programs Thank you for reading Bane’s Blog® Please read the latest issue of the Clene-Times® at www.baneclene.com/publications/. Please visit our web site at www.baneclene.com. The Bane-Clene® Team. Free Bane-Clene Information Package Free packet of information about Bane-Clene can be obtained by calling toll-free 1-800-428-9512 (U.S. ONLY!). Your information packet will include a full color catalog and price addendum. Packets will arrive in approximately 2 weeks through standard United States Mail. You can also order the packet at the Catalog Request Form. “A to Z” Alphabetical Index to the Bane-Clene Web Site Bane-Clene Home Page