The right approach involves active dialogue, clearly asking questions, emphasizing the benefits for the client, and using the information obtained during the conversation.
Uncertainty in the voice
This problem often occurs when the russian business email list price is mentioned. The manager's voice begins to tremble from self-doubt.
To solve the problem, you can use several tips:
Practice in front of a mirror until saying the price becomes second nature to you.
Sell the value to yourself using the "Imaginary Assistant" exercise. Describe all the stages of your work. Imagine that you need to delegate these tasks to someone else. Then ask yourself: how easy is it to find such a specialist, what kind of compensation would he receive from you, how long will he perform the tasks, how interesting will the work be for him?
Develop a commercial proposal.
Lack of attention to objections
Some professionals neglect to handle objections due to fear of appearing too intrusive or due to inexperience in handling them.
Pay attention to objections
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What needs to be done:
Create a knowledge base with answers to common objections. Record successful responses after each interaction with your audience and use them in the future.
Anticipate objections by including phrases in your presentation that prevent typical customer questions, such as those related to cost of services.
Improve the quality of the product so that contradictions become impossible.
If a large number of objections arise, return to the stage of identifying needs. Discuss all the nuances again, try to rethink the client's desires.
Leaving the customer unattended after the sale
Often after a successful transaction, the client is left without attention. This can give him the impression that his interests are no longer important to anyone.
It is necessary to inform the client about what will happen after payment for services. Specify the work process, future steps, necessary data and provide a link to payment or details. Provide the client with all the necessary information so that he feels confident in the course of cooperation. This is important for a successful contract extension.
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