The process in which a sales rep sets multiple concerns apart from each other.
Why Is This Necessary?
- Helps you to overcome the real concern
- To deal with issues and concerns head on
- Allows you to move the sales conversation forward
- Responding to your customer without following these steps
- Not listening to the customers answer
- Trying to move forward in the sale when the customer's concerns have not been handled
Three Keys To Success
- Be an active listener to your customer
- Address one concern at a time to not further puzzle your customer
- Use tie-down questions to transition to presentation and close of your answers
How Do You Isolate Concerns?
When speaking with your customer about their concerns you need to first confirm what you heard. Always ask and clarify to be sure that you and your customer are on the same page. Tie down any lose ends in their concerns that you may be unsure about so when you answer them you can give your customer the best possible answer.