Mar06 Email3

Sales Tip for March 2006 - Volume 3

Danny Wood is one of New Jersey’s most respected sales force development experts.

His work has been recognized by business leaders and corporate managers for providing their people with the aptitude to realize millions of dollars in additional business that would otherwise have never materialized or been lost to competitors.

"I have finally gained great control over the sales process in my firm."
Marc Blumenthal - Principal
Sax, Macy, Fromm

"Our staff has new confidence and much less fear."
Richard Magid - President
Soundboard, LLC

"I can’t remember the last time I heard, Boss – Our prices are too high."
John Fernandez - Owner
Signmasters, Inc

"Our sales went up 30% since we started with Danny’s program."
Jim Margiotta – President
PBI-Dansensor America, Inc.

Dangerous Sales Myths:
Buyers Remorse is not the Salesperson's Problem

Often salespeople don't feel it's necessary to deal with buyer's remorse – another sales myth. Anything that can result in loss of the sale is our problem. A little patience and preparation can eliminate buyer's remorse even before it begins.

Buyer's remorse takes two forms: internal doubts and external doubts. Internal doubts are when buyers begin talking themselves out of the sale by questioning whether or not they need the product, or whether or not the product can deliver. External doubts are when friends, family, and others question the reason for the purchase and/or the effectiveness of the product.

Anticipate that buyers are going to have these concerns and then coach them through answers to these questions. Tell them that they are going to question at some point whether this purchase is necessary and then reiterate the reasons you have discussed as to why this is the right decision for them, making sure they have a clear understanding of how your product or service will help them.

Don't ignore buyer's remorse. If the buyer does show signs of buyer's remorse, be prepared to deal with it instead of getting a call or email later that cancels the deal.

Don't Miss Our Next Complimentary Live Executive Briefing:

Friday, Mar 17, 2006
(click link above for more info and to register)

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Danny Wood Enterprises, LLC
201 Route 17 North, Suite 300
Rutherford, NJ 07070
Ph: (201) 842-0055
Fx: (201) 842-0789
Danny@DWESalesGrowth.com
http://www.DWESalesGrowth.com