More than one right answer

(AP Photo/Al Behrman)

If your dream clients are dissatisfied, your path to a sale is to help them better understand their needs. But what if your dream clients aren’t dissatisfied? Then your path is to help them become dissatisfied. Either of these two paths may lead to the opportunities you seek.

If a prospect voices an objection (or more precisely a concern) regarding a sale, your right answer might be to show him how to resolve his concern. But another right answer is to ask “What would you need to see in order for this concern to be resolved to your satisfaction?” And yet another right answer might be “Is this a show stopper?” Sometimes what sounds like an objection is actually just a conversation.