January 13, 2008By Keith Rosen, MCC
The Top 10 Most Common Mistakes in Selling: Mistake #4. Are you reacting to your clients as opposed to responding?Keith's Free Newsletter - Contact Keith - Videos |
Do you wish that your selling strategy and efforts to earn more customers were more rewarding for you? It will be if you avoid falling into these top 10 common pitfalls in the New Year.
Mistake #4. Are you reacting to your clients as opposed to responding?
When a customer says something like, “Your price is too high,” salespeople often switch into a defensive mode, thinking about a past experience with a similar customer, and react accordingly. Remember that
re-action is any action you have taken before. So if you are continually reacting from the “same place,” you are going to continue to generate the same result. You might react by defending your quality or value, or with some type of reduction in price. If customers can get a discount by merely making a statement, think about the atmosphere you are creating. The customer will feel that they shouldn’t buy before trying something else to get an even better price; like by checking out your competitor. “Your price is too high” is not a question you need to defend. Instead of answering it, respond with a question such as, “Before you ask me why my price is high, why do you feel the other price you got is lower?”
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