MoneyMaker #24 An inexperienced seller will be shot down by a single objection. Experienced sellers will continue to sell realizing that perfection is not the key to doing business, that getting closest is.

With most orders the “getting closest” is not a single axis problem. Usually the buyer has many things to consider, i.e. shipment, quality, price, volume and tally specifics, etc. Each will weigh differently on the buyer’s decision. Each item will be covered to a greater or lesser degree by our competition.

Also, the importance of each item will change in relation to how other items related to the quote are met to greater or lesser degrees.

This entry was posted on Friday, March 23rd, 2007 at 6:37 pm and is filed under MoneyMakers. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.