How do you feel about others avoiding your questions?

Consider yourself being the prospect and you ask the straight-forward question of “How much…?” Instead of a direct answer, you are given a long drawn-out answer completely avoiding the subject matter.

1. Does mistrust come to mind?
2. Does this response leave you in doubt as to whether or not to become their client?

The other startling error made yesterday was the sellers did not know the industry-wide market value of what they were selling. They had not done their homework; it was I who found the information on the internet prior to our meeting and so it became my job to tell them the value of what they were selling.

It is important when you are the client-to-be to emphasize you want an upfront answer. Eventually I was given an answer, and as expected, it was not the answer I was hoping for. On the other hand, it was finally honest and so I carefully moved forward allowing only a small sale to take place.

Honesty is the best policy in every situation whether admitting you do not know something or directly answering, “My service costs…” This affects relationships with your clientele as well as your customer service reputation.

When you change your mindset to building credibility and trust by preparing ahead of time and volunteering truthful answers, your business development will easily grow and your prospects will turn into clients. The best part is you will close larger and many more sales, and they will be a Smooth Sale!