Now, we must make the benefits of your product or service in custom benefits that meet the needs of the client. Should be taken into account in argumentation: an in-depth knowledge of our products or services, the needs of the client and the real possibilities that we have to meet the demands of the customer with our products or services. We can base them our arguments: in the product or service attributes, the level or quality of service provided and economic reasons, always making these arguments advantages for the customer. Here are some recommendations for argument: 1. It moulds your language to the number employed by your client. 2.
The information in our arguments must be accurate, objective, and verifiable. If possible, provide documentation, tests 3.-uses arguments short, clear and easy to understand. 4. Do not criticize. 5.
Focus on the needs of the client, not to the product or service. Chapter 7: The resolution of objections during the process of selling the client may raise objection to your proposal. Objections are difficulties that the customer sees in your offer. These common elements are of type I don’t, it is expensive, I’d otherwise, competitor’s product is better before objections posed by the client must: first, know in depth what the objection. Ask that clarify you it. Be creative, try to turn the negative into positive. Use positive language. Repeat the objection to then discuss it arguing it, without discussing with the client. Conduct yourself as a consultant consultant willing help customer solve their problems. Requests the client’s opinion. If little known, tell you that your are to teach you. Below you will find the types of objections and how to deal with them: objection consist of how to deal with it excuse what is hide the real objections. For example: I have many stocks, it is too expensive. How to deal with it find out what the real objection.
