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1. The sales representative should formulate their questions for the customer in such a way that the possible answers are not surprising but are the ones that the sales representative has planned in advance. |
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2. The question “Shall I send you 1,000 products or better 2,000?”, formulated by you, only makes it difficult for the customer to take a decision on whether or not to buy. |
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3. When you present your product to the customer, as a sales representative you should be especially careful that the customer does not lay their hands on it and play with it. |
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4. A sales representative, who has not managed to bring the meeting to a close with some sale, has practically worked to the benefit of the next competitor who will visit the customer. |
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5. The pretext (the pseudo-objection) pursues only one goal: that the customer gets rid of the sales representative. |
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6. The customer’s question “If I order right away, when could you deliver the products?” does not yet mean that they are ready to buy. |
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7. When the customer tells why they do not want to buy certain goods, the good sales representative never puts forward any arguments against the first reason, cited by the customer. |
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8. When the customer states a justified objection, it is best to proceed in the following way: a) you prove to them that their opinion is absolutely wrong, b) you “crush” them with all technical details which spring to mind. |
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9. The customer’s question “What will happen, if instead of 2,500, this time I order 10,000 products?" does not yet mean that they are ready to buy. |
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10. If the customer changes their former reserved behaviour and begins to hold the conversation in an active and approving way, this does not yet mean that they are ready to buy. |
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11. If at the end of the conversation the customer says: “I want to think it over once again!” – then, there is only one reason for this: the sales representative has not persuaded the customer of the benefit. |
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12. If during the conversation, the customer says firmly “No” for some reason, you, without seeking the grounds for that, kindly change the subject or politely finish the conversation and say ‘good-bye’ to them. |
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13. A sale is successfully completed only when, first, the customer has also felt satisfied with it and second, when the subsequent service has formed the basis for new purchases or extra orders. |
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14. If the customer has not yet made up their mind whether to make the purchase, the good sales representative recommends them: “You should talk about this matter at ease once again with your wife!”.
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15. If the customer has not yet made up their mind whether to make the purchase, the good sales representative resorts to the alternative question: "When shall we deliver the products to you - today in the afternoon or better tomorrow morning?". |
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16. I reply to the unpleasant objections of my customer not quite loyally and without becoming bound, if possible. |
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17. I invalidate the objections also with humour. |
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18. It is unpleasant to me when some sale, which is “in the bag”, slips through my fingers at the last moment. |
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19. If I am criticised surprisingly, I do not know how to react at the first moment. |
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20. I avoid objections by bringing the conversation back to its initial stage. |
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21. I can easily steer the conversation to another aim when it becomes clear that the initial aim is unachievable. |
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22. When the customer criticises me, I begin expressing doubts about their competence. |
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23. I am impatient when my customers need more time to take a decision. |
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24. Whatever I start, I bring it to an end. |
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25. In case of any objections, I gain time, asking questions. |
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26. After an unsuccessful conversation, I fall into deep thought. |
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27. I reply to any possible objections, even before the customer has mentioned them. |
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