Eliminate Wonder
By Jenae Rubin

I don’t like hearing “I’m not interested” or even worse getting no returns to calls or emails after sending a proposal or making a presentation. I’m sure you don’t either. One of the biggest reasons this happens is… you didn’t find out how what you are presenting meets or misses their needs.

The good news is, it’s easy to get there. Add this simple process to your tactics: Check In.

Checking in is making sure what you’ve presented is in fact important and satisfying to them. Before you talk about or present another topic, simply ask a check in question. They sound like this…

How does that sound?
Does that meet your needs?
Is there anything else you were hoping to find?
Is that what you were looking for?

You can phrase a question in any number of ways. Make sure, before moving from one point to another, to find out if your prospect agrees with what you are saying.

If there are concerns, they will tell you. And this is a thousand times better than hearing, “I’m not interested” or “My budget’s spent” or any other false objection.

Add this simple step to your sales process, and you will stop wondering, what can I do now?

Here's to successful, stress-free salesTM,
Jenae Rubin

Jenae Rubin is the president of Sales Powerhouse – Overcome Objections and may be reached at Jenae@SalesPowerhouse.com or 954-476-0067.

Copyright 2007 Sales Powerhouse, Inc.
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