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Sales Tip of the Week – Don’t Put Your Buyer On The Defense

Filed under: Sales Tip

howWant to know why your buyer is making a certain decision? Advantages magazine lets us know how to speak to your buyer without making them feel defensive.

If a buyer tells you they’re not ready to make a decision, don’t ask, “Why?” You risk putting the buyer on the defensive. Instead, sales coach Dan Seidman recommends you ask, “How did you determine that we’re not right for you at this time?” Using “how” turns the question into a request to better understand the buyer’s decision-making process.


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