While you might prepare well for a meeting, you may get questions you are not prepared for. Some ways to handle them...
Ask clarifying questions
Let’s say the question is regarding a service your organization does not currently provide. To give yourself some time to think (before you say “no”) seek to better understand their requirements, try something like...
“How often would you be looking for that service” or
“When might you want that service to start?”
This will enable you to evaluate how/if you could meet their requirements. Maybe, for example, the client does not need the service for 6 months...providing plenty of time for your organization to figure it out!
It is ok to say “I am not sure”
Completely stumped by the question? Need time to talk with others working in/with your organization? It is ok to tell the client...
“I am not sure...would it be ok with you if I did some homework and got back to you by X?”
Whatever your response is, be sure to meet or beat the date...it says something about how you handle communication and can build trust with the client.
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/
Schedule some time - https://calendly.com/marc-kitz-sales-coach/25min
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