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About this lesson
In this video you will learn how to address anything that is preventing the prospect from moving forward with you.
Download this lesson’s related exercise files.Satisfy Emotional and Logical Reasons to Buy.docx
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Satisfy Emotional and Logical Reasons to Buy
To help make the sale, you need to solidify the relationship by satisfying the emotional and logical reasons for your client to buy. You need to address any doubt that the client might have and continue moving forward.
When to use
As a sales person, you need to satisfy the emotional and logical reasons to buy to keep the client moving forward.
To satisfy the emotional and logical reason to buy, you should do the following things:
- Answer any questions or address any doubt he client might have. You have built your rapport and made your presentation, but the client is still on the fence. You need to get down to what the actual problem is. Don’t shy away from the issue, just continue to talk with the client and keep the rapport that you have built.
- Restate solution or adjust the solution it if necessary. Ask them the question, if I can do this for you are you ready to move forward with the sale? If they say no, find out what else you could add to help the client move forward.
- Resume moving forward with the sale.
There are going to be times that you can’t sell to a client, but you need to keep moving.
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