How to Deal With Difficult Prospects

March 12, 2013  |  Posted by in Sales Training
 

Not all potential customers are easy to deal with, but sales training programs can help representatives learn how to navigate any situation. By focusing on specialized selling tactics and conversation strategies, professionals can structure their approach in a manner that will win over even the toughest prospects. Assessing the situation, conducting plenty of research and preparing a meeting with a tricky client can give representatives the confidence to negotiate a deal. Plus, having expertise in the industry sets the company apart from competitors and positions it as a reputable source for further information. It's important to set the business up as a respectable and worthwhile entity to strike a deal with.

Sometimes companies need to throw away their old approaches and start with a clean slate. While this is not always the case, it may be a good idea if the prospect is a larger or more advantageous venture. The planning process is key, so take the time to understand how to go about the sale pitch and tackle the challenge head-on. It's not an easy task, but if successful, the rewards will be incredible. Here are four tips to taking on a tough sales prospect:

1. Customize the Proposal
The product or service a salesperson offers may be the same one he or she offers to every other client, but it has to be presented differently this time. Make sure the proposal fits the potential client's size, scope and initiatives, especially for bigger corporations. Understand the client's impact and explain how the product or service can fit into the bigger picture.

2. Listen
Don't do all the talking and not leave any time for prospects to voice their opinions. It's essential to hear the other side, get feedback and turn the meeting into a meaningful conversation. Representatives can learn a lot from hearing what the other people have to say.

3. Appeal to the Larger Entity
Inc. magazine points out that a lot of large corporations require multiple consents before going through with a deal. This means that professionals need to have a plan to appeal to the behind-the-scenes folks who are calling the shots. Try to contact the primary decision-maker and present your case to him or her so the deal doesn't have to trickle down through various people before it reaches the right person.

4. Compare to Surrounding Competition
Help the potential client see the broader scope of the market. By explaining the dynamics of the industry and positioning the company as the best option, sales professionals will have the upper hand.

 
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