Persuading a Prospect

According to sales coach Hilton Johnson, it’s easy to reduce sales resistance. The next time your prospect hesitates to move forward with your proposal, say this: “Based on what you’re saying, this is probably not for you. Shall I close your file?” Selling is a game, and fear of loss is a great motivator.  Not that I’ve done this to any of MY clients .

“But” vs. “However”

The way you use the words “but” and “however” can make a big difference. The word “but” usually precedes a negative thought – “Your product is incredible BUT it’s too expensive.” People block out the compliment because they are ready for a letdown. “However” is a softer transitional word. For instance, “You’re service is great, HOWEVER I’d like to see your customer testimonials before I buy.”