How do you react when a prospect tells you no? Do you immediately think, "Oh, there goes another one?" Do you counter "No" with more features, benefits, and explanations? Here's a much more effective strategy from Ron Karr, one of the leading Business Development and Turn-Around Specialists in America.
"Too many salespeople instantly respond to a no answer by either withdrawing from meaningful discussions with the prospect or turning up the heat by discoursing endlessly about features, functions and benefits," says Karr. "Yet all we need to do when we encounter a no answer is to find out what the customer perceives is missing."
Try this response to "No" and watch as the discussion continues to the sale.
Ron Karr is the Founder of Karr Associates Inc. and creator of the ground-breaking Titan Principle.
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