Constructively challenges Customers

CHALLENGING: Constructively challenges Customer, to add value

Customer: “It may take another quarter for us to utilize full capacity. So we are thinking of ordering 40 percent of regular orders”

Salesperson: “I understand you would like to conserve cash, Sir. But there is so much of uncertainty around supply chain reliability now. Won’t it be good to order your usual quantity? Why risk downtime due to supply disruption?”

Textbooks call this the “Standing Room Only” close. Sales veterans don’t hesitate to constructively challenge the Customer, to ignite action and add larger value for Customer

Action Question: Ask key Customers - “How can we work together differently to help maintain your business?”

Related Reading: How to get, keep and win back your Mojo (Sales included) 

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