1. Know who makes the decision
It is always important to know in almost industry that you know who decides the purchasing INC.com mentions that "Many times the decision-makers will send someone else into the fire to learn all of the information they can about your company. If this is the case, be sure to put yourself into the head of the decision-maker so that you can customize your sales pitch to that person's interests, even if they aren't there."
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2. Be honest, always.
Anyone can really sense if you are not telling them the whole picture. You need to let them know the pros and cons of your deals and just use your talent as to where to go next. INC also mentions that "Coming off too calculated can turn people off; however, remember that there is nothing wrong with being prepared. It's okay to appear like you're ready for every question that comes your way, just simply don't act like you don't care about the customer's best interests."
3. Learn how to turn around Objections
Preparation is the key in this area, you make sure you have all the possible questions and as Tom Searcy, a sales expert advised, you need to create a landmine map where you tackle anticipated problems and a thoughtful analysis of risks.
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4. Put some deadlines
Put a deadline powered by an incentive your buyer can commit. This does not mean that you need to rush your buyer but giving them additional reasons as to why they should make the decision as soon as possible
5. Spy Competition
Since you already mapped out your sales strategy based on your buyers' needs, you need to know as well how you can play against your competitor. INC recommended that "Do your research and make sure that you make note of something that you are doing that your competition is not. This is oftentimes the biggest selling point, so you don't want to ignore it."
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