How To Deal With Skeptical Prospects

 

 

As a salesperson, the greatest challenge is having to deal with skeptical prospects. "Why should I buy your product?" This is a question that many skeptical customers ask. As such, it is the job of the salesperson to convince them why they should buy the product. It is not easy turning a customer's no into a yes, and a salesperson needs specific tactics to deal with skeptical customers.

 

 

 

 

 

 

 

Tips for Dealing With Skeptical Prospects

 

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Below are ways in which a salesperson can convince a skeptical prospect into buying a product: .

 

 

Product Demonstration

 

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All customers love free products. After all, who does not enjoy free product trials? To eliminate skepticism in customers, the salesperson can invite them to try their products for free. This helps to create a sense of trust, and the customer might end up buying the product. .

 

 

Related: Best Client Attraction University Course

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For example, when selling cars, the salesperson can invite the customer to a free test drive so that they can feel comfortable with the car. That way, they have more faith in the product, and that increases their chances of buying it. It also creates a lasting impression on the side of the customer, and they are likely to remember the salesperson or the car the next time they go car shopping. .

 

 

Use Verifiable Evidence

 

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Skeptical prospects are usually looking for evidence that the product on sale is as good as it is described by the salesperson. Such customers are not willing to take any chances. In this case, nothing will silence their fears than hard, verifiable data to act as evidence of the product quality. .

 

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The salesperson, therefore, needs to do extensive research to make sure that all their claims regarding the product have statistics backing them up. The use of evidence is the best way to give the product and the organization in general credit. Using unverifiable claims must be avoided because the skeptical prospect might ask you to verify your claims. .

 

 

Provide expert reviews and testimonials

 

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Every customer considers the opinion of an expert. Don't we all? When selling a product to a skeptical customer, provide them with expert reviews to show that the product is highly recommended. Many skeptical customers can change their minds if the product is associated with experts and influential persons. .

 

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A skeptical prospect is likely to pay more attention to a product that receives high ratings from experts. They take the product and brand more seriously if it is backed up by leaders in the industry. Expert reviews and testimonials can help increase sales by making skeptical prospects trust the brand more. .

 

 

 

Answer All Questions

 

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Skeptical prospects usually have more questions than normal customers. They question everything about your product, including how you sell it. However, answering all their questions will determine their final decisions. The salesperson must make sure they appeal to the feelings of the customers because many customers decide based on their emotions. .

 

 

Related: President of Client Attraction University Course

 

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Answer all customer questions in a way that makes customers feel safe and guaranteed that the product suits them. Do not leave the customer with any questions in their minds. Providing all the information needed by a customer dismantles their decision-making process and increases your chances of crossing the deal.  .

 

 

 

Be Specific

 

 

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Skeptical prospects have the ability to detect ambiguity from miles away. When selling to a skeptical prospect, all facts must be provided in a clear and accurate manner. The salesperson must not give general information. Instead, specific information regarding the product is likely to sway the customer's mind into buying the product. .

 

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For example, when providing statistics, do not state that the product is highly rated by many customers. Be specific and state something like, "84% of our customers have rated the product at 5 stars while the rest have given it a 4-star rating." This way, the customer feels that the salesperson knows what they are talking about. .

 

 

 

Wind up

 

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No matter how good a product is, it cannot sell itself. And no matter how good a salesperson is at their job, convincing a skeptical prospect to buy a product is not easy. Applying the tips provided above not only ensures that skeptical customers are won over, but it also improves the company and brand image—talk of killing two birds with the same stone. .

 

 

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Marketing a product using evidence, expert testimonials as well as answering all customer questions help gain new customers and maintain them as well. Creating a long term relationship with every customer is a key element of success in business! .