ADDRESS THESE FACTORS EARLY IN THE PRESENTATION
Here’s is an idea that’s really effective whenever you need to address any issues relating to a prospects needs, or their wants. At times like this, it’s best to begin with asking a few key questions about them, then, ask what objectives they’d like to achieve, and, simply reply with, “To further investigate this one issue I’d like to clarify your thoughts,” now go over some of the key points they had raised earlier and immediately write them down. Why, because whenever you do this, it not only demonstrates you have a reasonable understanding of your prospect’s issues and their concerns, but that you have made a note of the issues – and that one simple action will show them how important, what they have told you, really is.
The next thing to do, is to read out aloud and discuss their objectives in bullet-point form. That way, it becomes not only a better form of communication between the two of you, but also creates a summary list that can be used at a later time, and that, is especially valuable when closing the sale.
Never forget that.