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Springfield, MO

Ask the Experts: Brett and Bev Baker

Trustpoint LLC

Posted online

Question: Have you ever talked yourself out of a sale?

Answer: During any given sales meeting, the prospect should be mostly talking and the salesperson mostly listening. Typically, however, the opposite occurs. The salesperson gets excited to share all the features and benefits of their product and forgets to ask compelling questions. Ask yourself, “Am I selling or telling?” Selling involves listening. Sandler Rule #14: A Prospect Who Is Listening is No Prospect At All.

Question: What is the best way to build trust with my prospect or customer?

Answer: Every customer and prospect is different, and our ability to establish a trusting relationship quickly is essential in solving their problems, developing long-term customers, and creating a relationship based on loyalty beyond the product or service. Having the skills to lower barriers between people, ask questions and really listen for the meaning will create win-win solutions and build trust. This is far more powerful than any other aspect of client interaction. Become a Professional Communicator.

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