- Do meet with them face-to-face & ask for a payment plan
- Do listen to their response
- Do consider offering a compromise
- Don't waste your time
- Do focus on their needs
- Do tell the truth
- Do keep in touch
- Don't follow a script
- Do know what competitors charge
- Do show them your product or service's value over time
- Do make your presentation all about them
- Don't resist showing them the danger of a cheaper product
- Do know the customer's needs
- Do show how your product will help their bottom line
- Do check to be sure that they're hearing your pitch
- Don't assume there aren't unseen obstacles
- Do return to benefits
- Don't encourage them to object
- Don't respond to every objection
- Don't be totally logical or totally objective
- Do ask how they'll decide
- Do figure out who is the most influential & who might cause trouble
- Do emphasize benefits
- Don't make it easy for them to say no
- Do what the customer wants
- Do remove fear
- Do show the cost of delay
- Don't have commission breath
- Do listen & synthesize
- Do make a friend, not a sale
- Do always be on the lookout
- Don't be part of the pack
