3 ways to address a prospect’s concerns.
By Martin Bissett
Business Development On a Budget
If you have landed the opportunity to present your proposal in person, understand that concerns will be raised, particularly if several decision makers are present. Don’t be put off your stride by these objections, or assume they mean that the prospect doesn’t want to work with you. On the contrary, objections can be a sign that there is interest, but they just need more information or assurance.
MORE ON BUSINESS DEVELOPMENT: How to Prepare for the First Meeting with a New Prospect | Consider Hiring a Sales Director | Your Perception vs. Your Client’s Reality | Appraise Your Prospects | Develop the Habit of Consistency | Banish the Idea that Selling is Difficult | How to Win Your First Client | 5 Ways to Make Selling Easier to Swallow
When it comes to handling objections or concerns, you have three options on the timing. You can handle it
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