A "Risky" Question

When a prospect seems interested but can't seem to make a decision they may have some concerns which they are reluctant to share with the rep. Most buyers are risk averse, they are afraid of making a mistake. I sometimes will ask them "Mr. Customer, do you see any risks in proceeding with the program we've discussed?" This forces them to lay their cards on the table. If they say "no" then suggest that you move ahead with the order. If they share a perceived risk with you, the hidden objection is exposed and you can address it. Many reps are afraid to expose a customer's concerns because they are afraid they will not be able to counter them effectively. This just wastes a rep's time. Leaving an objection hidden just prolongs the agony, you will never make a sale until it is cleared away. If you can't answer it, at least you can move on to the next prospect. If you can alleviate the customer's fears, you get the sale.

Keep Smiling, Keep Selling!

Thanks Jim Busch