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Education

Common follow-up questions include: What is your
preferred price range? What about the product When you ignore them, a
doesn't seem like the right fit? What can I do to help
you better understand the benefits of this product or concern about credit card
service? What can I do to help expedite the process processing quickly turns into a
or make it easier for you?
• Don't ignore the problem: In sales, your entire concern about your intentions
job is focusing on the benefits that the product or instead.
service you are selling can bring (see http://tinyurl.
com/5435d4t4). This is good. It allows you to always
keep your mind focused on the positive. Unfortu-
nately, this good habit can be bad when you are fac- Practice, strategize and make win-win sales
ing an objection.
If your customer doesn't feel like you are taking their Sales objections are not always easy to deal with, but it
does get easier. In the same way that you learned to make
concerns seriously, you are less likely to convince
them that you have what they need. When you a sale with an enthusiastic customer, you can also learn to
navigate hesitant customers. Objections are a part of sales,
ignore them, a concern about credit card processing
quickly turns into a concern about your intentions and you can learn to turn them around. Pay attention to
instead. what you learn from each new interaction, and make your
own strategy to navigate similar objections in the future.
• Find a solution that works: You listened to your
customer and really heard their concerns. You took Salespeople are constantly criticized for being pushy, but
time to consider their problem and fully under- good salespeople aren't pushy—they just know how to
stand it. Now, it is time to use that information to meet the needs of their customers. It can be disheartening
meet their needs. to have a client reject your sales attempt, but every objec-
Taking the time to fully understand a customer's tion comes with a lesson to learn.
concerns should give you the information that you
need to solve their problem. Remember, you are not With each new rejection, you gain the skills you need to
just trying to make a sale—you are a trusted partner. speak to clients who have those same concerns. As long
Focus on using what you know to find a solution as you keep practicing, you will have an unbeatable play-
that works for everyone. book and know how to close every sale, even when it isn't
Common solutions include sending information in a easy.
simplified format that they can review on their own Nicholas Cucci is the co-founder and COO of Fluid Pay LLC. Cucci is also
time; presenting alternative payment schedules a graduate of Benedictine University and a member of the Advisory
or credit card processing options; providing more Board and Anti-Fraud Technology Committee for the Association of
information on merchants and partners; offering a Certified Fraud Examiners, as a CFE himself. Fluid Pay is the ONLY 100
greater discount; including freebies that sweeten the percent cloud-based Level 1 PCI Payment Gateway processing trans-
deal; and altering your offerings to align with what actions anywhere in the world. Contact Nick at Nick@FluidPay.com.
competitors have promised. Benefits of crypto for the underbanked
• Ask for feedback on solutions: After hearing out
your client and presenting potential solutions, it is
time to start listening again. For your client to feel Call me today!
heard, you will want to invite them to share their Let me help you
thoughts. Rather than assuming that you have with your
solved the problem, ask them how your solutions advertising
feel for them and if these solutions are meeting their
needs. Gathering customer feedback is a great way success.
to improve your craft across the board (see http://
tinyurl.com/3khhjm48). 707-284-1693
• Modify solutions as needed: Everyone wants to
feel heard, and people appreciate customer service
that prioritizes their needs. Of course, that doesn't
mean every solution you offer is going to be the
perfect fit. To really land the sale, make changes to
your solutions as necessary. Show your customer
that you are willing to work with them and com- R R ick Aston
mitted to making the sale. They will appreciate the Senior Media Partnership Specialist
effort and the exceptional care you are offering. Rick@greensheet.com
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