HTSS70 - How to deal with difficult customers in sales presentations - Scott Sylvan Bell

<p style="text-align:center;">How to keep calm in tough sales calls</p> <p>Most salespeople are not prepared to work through the sales calls they run. You will find it is easy to freak yourself out especially of you think you are losing the deal. You can panic in the sales process and cause yourself some problems.  </p> <p>You may have challenges with your buyer, not all buyers are easy buyers. This really is good news for you since most salespeople are lazy and wan quick deals.</p> <p>Its your job to put in the work and effort. Some of the buyers you face are difficult so you give quick discounts and or concessions. This means you must be prepared to slow down the sales process.</p> <p>Most salespeople are not good when they are under pressure.  Most role play is not hard enough to represent what it is like to be in a sales appointment. The closing time in a sales call can be 1/10 of the time presenting or more. You must have enough closing material, word tracks and or questions to stick in the closing process long enough and keep your cool</p> <p>The 10 areas salespeople struggle keeping their cool </p> <ol><li>The time, energy, effort and risk trap is where you get caught up in how much time it took to get a deal. You can fabricate desperation from getting caught up in the time it takes to work a deal. Your buyer can feel your internal pressures are you in turn put them on the buyer.</li> </ol><p> </p> <ol start="2"><li>Know that some buyers try to rattle your cage. This is a technique taught in buyers classes. You can–pause for a moment and slow the process down. One way to make this happen is to use your note taking as an excuse.</li> </ol><p>   </p> <ol start="3"><li>You may not be listening and you could be causing the problem or the rift with your buyer. This could really be your problem and you do have to accept your responsibility as a salesperson to work this process out.</li> </ol><p> </p> <ol start="4"><li>Some buyers are scared and are acting out. Some buyers are looking for