Translation, Please…

Researchers at Nagasaki University (Japan) are developing software than can turn a baby’s crying into human speech. The Times (UK)

Your selling tip today is this: Attend closely to the words a prospect uses when they speak to you. For example, “you’re too expensive” is not a question so it doesn’t call for you to get defensive (talking about what a GREAT value your product or service is) or to get offensive (blasting them with company data, testimonials and more reasons to buy).

Your job here is to get a translation of the phrase, “you’re too expensive.”

Respond by asking for clarification or more data. “What, exactly, does that mean?” Or, “So what other prices are you seeing that contrasts so much to ours?”

Practice having the prospect interpret their own objections and you’ll perfect your verbal selling skills.

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