I have used a mantra all throughout my business life that if I don’t have confidence in myself and what I do then how can I expect anyone else to have confidence in me? Yes, we all have down days and moments when we don’t feel as good as others, but you can always tell the salespeople who show a lack of confidence. They are always apologising for what the service doesn’t do or feel nervous about discussing the price. They appear timid in the face of objections and worry about being rejected and these feelings find their way through to buyers who then take advantage if it’s a service they really want.
If you were in your prospects shoes right now, would you get your credit card out and buy the service being offered?
The best salespeople don’t look for disagreements with their prospects but will look to push back at times and make the prospect realise that the best deals are ones which benefit both parties. Having the confidence to say to a prospect ‘I appreciate that you want 60-day terms but at this figure it simply doesn’t work out commercially for us and so why don’t we move forward on 30 days and start to solve this problem for you’ shows you have limits and don’t want a deal at any cost.
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