How to Sell More by Preventing Motivated Buyers from Calling Your Competition – By: Craig Elias
How may sales opportunities started out strong with the customer calling you first only to be lost to a competitor? What happened?
In a previous article “How to Sell More by Becoming a Buyers ‘Emotional Favorite'”, I discussed how to create a value-added relationship with buyers by leveraging your network to address ALL their needs. By creating value beyond what you sell and building a trusting relationship, you maximize the likelihood of the customer calling you first. Being called first gives you an edge over the competition, but it doesnt guarantee the sale.
Most sure thing sales are lost because during your initial contact with the customer you failed to help the customer understand that you can address their needs and are capable of delivering the solution. If the customer does not trust in your ability to solve their problem and deliver a solution at minimum risk to their credibility, then the customer will keep searching for a viable alternative. Fail to establish credibility and you force your customers to do the unthinkable:...
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