My Queue

There are no Videos in your queue.

Click on the Add to next to any video to save to your queue.

There are no Articles in your queue.

Click on the Add to next to any article to save to your queue.

There are no Podcasts in your queue.

Click on the Add to next to any podcast episode to save to your queue.

You're not following any authors.

Click the Follow button on any author page to keep up with the latest content from your favorite authors.

福律体彩36选7走势图: Emotional Rescue

2 min read
Opinions expressed by Entrepreneur contributors are their own.

深圳风采46期 Consumers are skeptical. That's why it's your job as a salesperson to listen carefully to customers' reservations and turn them into reasons they need your product or service. The best way to do that? Emmett Wolfe, co-author with Kevin Daley of Socratic Selling (Irwin Professional Publishing), offers five pointers for getting beyond the emotional barriers customers put up:

1. Acknowledge the customer's fears. If a customer says he's been burned before in a sales transaction, don't tell him there's nothing to worry about. Instead, address his fears directly.

2. Find out what, specifically, the customer's reservations are. If a consumer says "I'm wary of buying from a company this size," ask specific questions about that fear--and soothe his worries. "Don't think you're wasting time asking questions," says Wolfe. "It's important because it gets you into the customer's mind."

3. Emphasize value. If the customer is afraid something he buys will be instantly dated, stress the ways in which being a small company allows you to stay on top of the latest technology.

4. Calm fears of lack of follow-up. Most customers are afraid that once they buy a product, the company they buy it from will disappear. Find out what kind of follow-up the customer would like--a monthly phone call? A periodic meeting? Let him know that if there are any problems with the product, you'll be there to help.

5. Tout the product or service's value to combat reservations about price. Customers who are distracted by the price lose sight of the product's value. Remind them of how value and quality pay off in the long run.

Above all, clarify customers' expectations. That's key to serving them well.

More from Entrepreneur

New York Times bestselling author Nicole Lapin can help you pitch your brand to press and strengthen your media training.
In as little as seven months, the Entrepreneur Authors program will turn your ideas and expertise into a professionally presented book.
Are you paying too much for business insurance? Do you have critical gaps in your coverage? Trust Entrepreneur to help you find out.

Latest on Entrepreneur

422| 544| 551| 102| 209| 337| 600| 238| 577| 970|