Jeffrey's Self Test For Success
Sorry that is incorrect.
The correct answer is:
D.
This week's Question:
As you finish your presentation to a customer, they say something that makes you cringe, "I like your product/service and I like you, but I have had a bad experience with your company." Your best reply should be:
Here's how you compared to others who took the test:
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183
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A.
I am sorry you feel that way; I guess we will not be doing business together after all.
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4512
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B.
I apologize if we have offended you, could you please tell me what we did wrong?
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138
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C.
I know, we have offended lots of people but we are doing the best we can, I sure would appreciate the business.
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7005
|
D.
I was aware of your circumstance before I made the sales call. And I have brought a solution with me so we can make a new beginning.
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The Wisdom Behind The Answer...
This is a classic example of preparation leading to a sale. The great sales person already knew what went wrong and made a plan to fix it. The average salesperson would have been caught off guard and apologize and try to find out what went wrong. The poor salesperson makes an excuse and begs for the sale, and the worst salesperson gives up, blaming the company. The more you prepare, the more likely you are to make the sale even if something has gone wrong in the past.
–JEFFREY GITOMER, excerpted from The Little Red Book of Sales Answers
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