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chúng ta sẽ di chuyển phản đối vào cột "" được biết đến, và làm cho họ một phần khác của quá trình bán hàng mà chúng tôi đã kiểm soát. Hãy chuẩn bị và chỉ huy tình hình. Nếu khách hàng cho biết, giá của bạn quá cao ", phản đối này không nên được một bất ngờ, bởi vì cho dù sản phẩm dịch vụ tã hoặc | Negotiating the Close 169 benefit aren t important to this particular customer. Then you ll go to the next important feature and define it as a benefit related to your customer s needs. Work harder at uncovering matches not at dogging the issue to try to convince the customer that the feature you just suggested is important. Even if it is important to all other customers in your experience move on. Even if you think the customer is an idiot for not seeing the obvious value of the feature move on. You can make the situation adversarial by hanging on resulting in a lost sale. It doesn t matter if all your other customers value a specific feature the only concern that you should have is this customer in this call. Remember F-B-C or feature V benefit V check-in. If you get all positives you can go to a close at any time often without any objections. Also don t rely on the benefits list the marketing team or your sales manager has given you. A benefit is what it means to your customer not to a generic customer. I-N-V-O-L-V-E Your Customer Today s customers have about a thirteen-second attention span. What to do Keep the customer involved. It is especially important in phone selling to get the customer involved right from the start. Here are the steps you need to take for maintaining that the customer is indeed listening paying attention and thinking of buying from you. The acronym INVOLVE will help you remember what to do. I Interest your customer. Do you have a colorful story a satisfied customer you can bring in for a conference call testimonial product comparison that you can fax during the conversation or a Web site you can refer the customer to while you are talking These enhancements to the call get your customer s attention. Try something that your competition has never tried before. Do something different to help create excitement and to establish your creativity as a profes 170 Selling to Anyone Over the Phone sional during your presentation. Have some fun with
