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You start your day with a good attitude and a good cup of joe. It is a beautiful day — selling weather!

How to Pick a Career (That Actually Fits You) — Wait But Why

For the sake of nostalgia, and a little pick-me-up, you put on a Zig Ziglar CD as you head to work. Cue the sound of a Wile E.

Coyote Acme bomb going off. For too many sales professionals, this phrase represents a sales-stopping moment.

And, by the way, you do it too! They very likely believe this is exactly what they are doing. They are not yet in love yet!

First things first: This is merely a customer being a customer. Jusf most important step to take is to let this statement roll right off your back.

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It is water and you are a duck. Since this is normal buyer behavior, there is no reason to believe that it means this customer will not purchase.

They say it, you forget it, you both move on.

It really is that simple. Be the duck. It is essential to have an auto-response for each of the more common statements, delays, and objections you regularly hear from customers.

Deliver your auto-response in a casual, conversational tone:. Respect the fact that customers do not want you immediately up lpoking their face with a sales presentation.

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I understand. I want to assist you in any way I can.

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I want to make this as painless for you as possible. If I can ask you just a couple of quick questions I can offf this very easy on you.

He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want geg buy.

Are you going to tell me that you never use this line when you are the customer?

In fact, it is not only normal, it is honest! Instead, try this: Agree With Them Tet It is essential to have an lookjng for each Just looking to get off the more common statements, delays, and objections you regularly hear from customers. Deliver your auto-response in a casual, conversational tone: Offer to Help Respect the fact that customers do not want you immediately up in their face with a sales presentation.

About the Author: Jeff Shore.