Chapter 11
Addressing Client Concerns
In This Chapter
Understanding that hesitation is not the same as “no”
Handling concerns with a few basic strategies
Making sure you don’t offend your prospects when you address their concerns
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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