I think this is a great tip from sales expert Art Sobczak - and a quick change you can make in your approach to get more sales!
For years now I have been shaking my head in astonishment that CNN still--delusionally--runs the claim in their ads, "The Most Trusted Name in News."
Huh? The most trusted? By whom?
Without getting into a political rant, let's direct this to a sales point: Unsubstantiated puffed up claims can be easily challenged. Why even take the chance in sales situations?
I always bristle when I hear or see things such as,
"We're the most respected ...?"
How do you measure THAT?
What to do? Easy. If it's true, give the evidence.
"In an industry study, our delivery rates were number one among all companies studied."
"Our order fill-rate is 99.8%. That's the highest of any company that submitted results to Widget News in their recent survey."
We live in an age of cynics and skeptics, unfortunately. It's difficult enough to get
people to believe in us. So, show evidence whenever possible. Why risk creating an objection?
Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing rejection. To get FREE weekly emailed TelE-Sales Tips visit: www.BusinessByPhone.com
No comments:
Post a Comment