Let’s have some fun. We’ll make statements. Statements about things that happen to you often in sales. Reply to the statements with TRUE or FALSE.
Let’s see how you do.
- I must educate my prospects as much as possible
- I have to answer every question my prospect/customer asks
- If my prospect has an incumbent supplier, they’ll never switch to us
- Prospects are always honest
- Prospects that “think it over” will eventually buy from me
- I can’t sell our products/services at these prices
- It’s OK if my prospect shops around
- It’s hard to get to decision makers in my business
- I must talk to prospects about our company (at length)
- It’s not OK to confront a prospect
- My prospect has all the power & is in charge
- I should spend a lot of time with prospects that don’t buy from me
- I should tell my prospects how to reach a decision
- It’s not necessary to talk to my prospects/customers about money
- I have to give information to gatekeepers & non-decision makers
- It’s OK to talk bad about my competition to my prospects
- If my prospect or customer wants a quote, I should give them one
- I should start off by talking to buyers or purchasing agents
- Nobody answers their phone anymore; I should only use email
- Our customers buy on price – that’s the only important thing to them
Disagree? Call me, we’ll talk it out.