Sales is a science, albeit an often botched science, but a science nonetheless.
When a sales person is perceived as ‘honest’, customers tend to systematically lower their defenses. Lowered defenses lead to a more satisfactory buying experience.
Can you be strategic in establishing your ‘honesty’? Absolutely! Blocking or evading questions are two easy ways to start off on the wrong foot. Ok, how then do you positively impact being perceived as honest?
Being able to bring up something negative about a product or service creates an excellent launching site from which to work. You then counter the negative aspects of the product or service with at least 2 positive aspects that can be used to differentiate your product or service from the…
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