Archives for June 2012

How To Answer The Toughest Customer Questions

With the advent of the internet it is easy to feel challenged by customer’s honest questions.  Here is a quick read on a way to respond effectively.

One of the hardest things to do in all of sales is handle tough questions from skeptical prospective customers. After interviewing thousands of customers as part of the win-loss studies I have conducted, I can tell you with certainty that answering customer questions successfully is often the difference between winning and losing. Here are seven points to consider when answering questions:

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What I would do:

At one of your team’s weekly huddle’s ask for two or three volunteers to make a list of challenging questions that come up.  Then in the coming weeks role play a variety of answers according to the seven steps laid out in this article in your huddle meetings.  Make it Fun!!