Sales Tip #402 From The Sales Doctor

Questions Eliminate Objections!

During your needs analysis, make sure you are including questions that will eliminate potential objections from surfacing when you are attempting to close the sale.

Some of the most common objections center on price, postponement, competition or change, so you need to prepare open-ended questions that will determine if there may be a level of resistance in any of these areas.

Before you conclude your first meeting, make sure you are asking these questions. Don’t wait until it’s time to close to discover that your price is too high, they are getting additional quotes, they are not ready to move forward or they decided to stay with their existing provider.

The right questions will eliminate objections and make it easier to close the sale.

GET MARVINIZED by The SalesDoctor@MarvinMontgomery.com.
Author/Motivational Speaker/Professional Sales Trainer and Coach