If a prospective or current client doesn’t understand your product or proposal, it would be useless to further the discussion without clarifying what is being presented. So, when an objection indicates that the prospect lacks understanding, you need to put on your educator’s hat.
Without understanding your client’s needs, unveiling their vision, uncovering their limitations, and building on the right resolution…you can’t successfully provide them a quote. Ask the right questions and then teach.
Lastly, you must believe! You have to believe your quote is worth paying more for…because if you don’t, neither will your clients. Show them why you believe, and why they should too!
About Steve Shepherd
Steve’s entire career has been focused on helping companies to increase sales. He has sold, managed, trained and coached sales and sales management with noteworthy results. Steve’s results-oriented, highly interactive style has the ability to increase sales for many companies statewide. He makes sure the workshops are productive, interactive, and, above all, fun.