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Selling For Dummies, 4th Edition by Tom Hopkins

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Chapter 11

Addressing Client Concerns

In This Chapter

arrow Understanding that hesitation is not the same as “no”

arrow Handling concerns with a few basic strategies

arrow Making sure you don’t offend your prospects when you address their concerns

arrow Getting prescription-strength concern relief through six proven steps

Unless you sell balloons at a parade, few customers contact you, make an impulse purchase, and go away happy. What really happens is that nearly all buyers have concerns. What concerns do they have? Potential clients always have questions if they have any interest at all in what you’re offering. Some of those questions can include the following:

  • Will the product or service do what you say it will?
  • Will you really be able to make my required delivery date?
  • Have I negotiated the best investment?
  • Am I making a good decision?
  • Is it something I need right now or should I wait?

All these little doubts and fears creep up on potential clients when they feel the urge to invest in your product or service or to commit to your idea. The concerns that arise when a potential client feels moved to ...

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