Brent Ogburn is one of my top sales professionals. He shared this tip at our last meeting:
Sales Tip from The New York Times, July 25th, 2011:
Answer questions directly and clearly: If you are asked a question and you give a “politician’s answer” – in other words, if you don’t answer the question – your credibility will decline, and you will hurt your chances of making the sale.
So, how do you answer the questions proposed to you by clients and prospects? Are you direct? Do you tell them if you don’t know or do you make stuff up and try to baffle them with your bologna?
I have found being direct works well. It’s not what you say; it’s how you say it. When you are asked a question, answer it. At the end of the day, most prospects and clients want solutions to their problems, not more confusion and rhetoric.
Is this something you can work on? (No political answers, please!) 🙂
Talk to you next week.
PS – Don’t forget; the next webinar is Tuesday, November 13th – The 9 Things You Must Do to Finish the Year in the Black and Have Fun in the Process. Remember, after the webinar, we are sending the link so you can access it at your convenience, especially if you are busy during the live webinar. Sign up today!