The recent Great Recession has marked (scarred?) our customer’s buying habits. Steve shows one Dallas carpet cleaner how to avoid being put on the defensive when hit with the “too high” objection …
As an entrepreneur your most valuable business resource is your time … are you using it effectively? Steve helps you break down what this means.
“Consultant selling” means morphing yourself from being a desperate salesperson into a “concerned consultant”. So now you and your client become a team searching for a practical solution to a shared challenge.
The customer wants “to consult” with their spouse. In reality they have a price objection. Here’s how to get price out in the open and still make the sale.
You need to tactfully reveal the real reason they are delaying so you can then ‘NEGOTIATE’.