EXPERT INPUT… lots of times Salespeople need to pass along a professional opinion in order to help their customers come to the right decision. Most of the time we know what advice to offer… the real question is… how to present the information so it is most readily accepted?
Here is your ACTION STEP… there is a danger in taking the "here's what I think" approach. Sometimes the client might perceive that we have a hidden agenda that is not in their best favour. Here is a technique that will take you (the Salesperson) out of the equation. Use the "third party" approach. Start saying things like:
1."The market is telling us that…"
2."What the pundits are saying is that…"
3. "The experts have recently concluded that…"
So if you wanted to tell your customer that "interest rates are probably going to go up", a more powerful way to pass along this information would be to say… "the experts are telling us that we can probably expect an interest rate increase in the next 3 to 6 weeks". Start using this approach and reap the benefits. It's all part of being a stronger communicator. No more "shoot the messenger". NO Excuses.