From the course: Solution Sales
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How to address concerns
- If you've done a good job of understanding the client's circumstances and created real value throughout the sales process, you've likely avoided or even prevented some potential concerns for your client. But at some point, your customer may still have doubts about working with you. It may be about the product, the service, the price, terms, conditions, deliverables, you name it. These concerns are a natural part of making any buying decision. And it's quite normal for a customer to experience hesitation in moving forward when considering various risks. And because apprehension is often present when making a buying decision, treat your customer concerns as legitimate and natural by using these three steps. Understand the entire concern. Don't rush in to resolve the issue. Make sure you've got a clear understanding. There's frequently more to the story than the stated concern. Sometimes, cost is thrown out as a catch…
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