By Colleen Francis
You're close to finalizing a sale when unexpectedly the buyer backs out. What happened? Chances are you fell into the trap of overselling. You promised the client that they will get more than what they need even though they don't need it, didn't ask for it, and will probably never use it. As a result a flag went up for the buyer, causing them to question the decision right when they need reassurances that they're doing the right thing.
You can avoid that problem by having open communication with your clients: confirm the client's expectations, get the facts you need, and show that you understand their problems and needs. Not only will this help you close more sales successfully, but it will also help you build great business relationships, generating repeat sales as well as referrals.
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