Home | Contact | Advertising
Small Business, Information, Resources, Articles - SmartBiz.com
Members Login:
Sign Up Forgot?
SALES & MARKETING
Marketing Online
Email Marketing
Search Marketing
Selling
PR
ONLINE BUSINESS
E-Commerce
Website Creation
Productivity
Accounting
CRM
Web-based Software/SaaS
BUSINESS STRATEGIES
Case Studies
Smart Answers
Videos
Podcasts
Smart Blog
Human Resources
Management
BITS & BYTES
PCs & Online Equipment
Mobile Computing
Security/Business Continuity
Telecom/Office Networks
Small Business Products
FORUMS & RESOURCES
Free White Papers
Tools and Calculators
SmartBiz Forum
Legal & Business Forms
News Feeds
Featured Webcasts & Videos
Franchise Offers


 
SMALL BUSINESS AND STARTUPS INTERNET TECHNOLOGY RESOURCES
Search SmartBiz:
Forms and
Downloads
Free
White Papers
Special
Offers
SmartBiz
Blog
Free Email
Newsletters
Selling
Don't Get Caught Out On A Limb
Email ArticleEmail Article
Print ArticlePrint Article
Increase Text SizeIncrease Text Size
Decrease Text SizeDecrease Text Size
Del.icio.us
Digg This
Bookmark and Share

By Creative Selling

Out on a limb--it's an old saying, yet at one time or another, everyone in sales has been caught out on the proverbial limb.

It's when the customer pulls a fast one by asking a totally unrelated question and then makes that question the basis for determining the sale. It's usually a question that has nothing to do with the sale, and it usually catches the salesperson off guard.

Some customers use the tactic as a subterfuge when they feel blocked or backed into a corner. In other words, they use a way-out question to throw the salesperson off stride.

This then allows the customer to regroup while the salesperson tries to restore the situation to the previous control level. There are, however, ways to maintain control without breaking pace.

Perhaps the simplest method of all is to ask, "Why do you say/ask that?" or "What do you mean?" or "I'm not following you. What's your point?"

This method will normally stop the customer's attempts to create a subterfuge and will keep control levels close to the original. Instead of following the customer's lead, ask open-ended questions to
involve them in your discussion again.

Another method is to acknowledge the customer's question, delay answering it, and then continue.

You might try something like this: "That's an interesting question. Let me consider how that affects this situation while I finish telling you how our widget will increase your profits 15%. Okay?"

Unless the customer really wants to cause problems, the answer will be affirmative. Most customers who knowingly practice the subterfuge will also respect a salesperson for recognizing and dealing with it.

Sometimes a customer may be insistent and demand that the question is entertained. That's easy. Entertain the question while drawing parallels (examples) back to what was originally being discussed. Then continue on your previous track.

Being "out on a limb" means that you have to think quickly and use innovative connections to get back on track. By addressing the customer directly, you can face the issue and go for a sales connection.

Stay in control. Use sound reasoning, logic, and innovation to bring the sale to a successful close. If you find yourself stuck out on a limb, it doesn't mean your sale is finished. It just means that you
have to find a new way to get yourself, and your client safely down on the ground.


Add a Comment View Comments
Small Business Home

SmartBiz Shop
Promotional Items with Your logo
 
     
 
Smart Services
Spacer
Spacer
Spacer
Spacer
Add Your Logo Now
Spacer
Get Your Business Online
Build a Website Host Your Website Market Your Business Online
Business Form Downloads
Legal Forms Business Forms
Smart Forums
Recent Postings
Stimulus or "Pork"ulus?
Blog: How Do You Know What Insurance Is Right for Your Business?
If Layoffs Are Necessary, Protect Your Business
Blog - Do You Have Email and Internet Usage Policies in Place?
MORE
Home | Contact | Advertising
© 2016-2018 SmartBiz. All rights reserved. Privacy Statement and Terms of Service
Small Business Home | Business Tools | Online Business | Bits & Bytes | Sales & Marketing | Business Strategies | Forums & Resources
Email Marketing & HTML Email Driven By: Hosted By:   Design By:
Email Marketing
 
XML LogoRSS Logo
Receive our stories via SmartBiz XML/RSS feeds.
Include our stories on your website through SmartBiz javascript content feeds.