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A problem every salesman faces one time or another, is fear.
Fear of the customer.
Often salesman don’t dare take the risks you need in order to make a sale and have so much respect for the customer that they don’t dare go for the close.
Do not respect the customer to much.
You must show respect but also show that you deserve respect. You are equals. Nothing more, nothing less. When the customer disrespects you, don’t be afraid of telling them off.
When you are trying to sell to someone don’t be afraid of going out on a limb. The worst that can happen is that they say no.
A big mistake that often happens is that when a deal is close, salesman become afraid of calling the customer because they are afraid it might ruin the deal.
But once again I want to look at this situation from the view of the customer.
The customer usually wants to stave of making a decision as long as possible. They will wait for you to call them. Don’t be afraid of calling the customer. Because if you don’t nothing will happen.
When you call the customer, you can always make it sound like you are doing it for their sake.
Ask if the email you sent reached them, ask if they have any other questions, book a meeting and so on.
As long as you handle yourself with respect and show the customer the same respect you will have nothing to fear in the customer.
Always remember.
The worst thing that can happen is that they say “no”.
Thank you again!
//Daniel
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