Issue link: http://www.insightdigital.biz/i/233760
The Coach's Corner Dale Carnegie Training ® Quick Success Tips from the Carnegie Coach Dealing with a difficult client By: Steve Bobowski, CEO, Dale Carnegie Training No one wants to hear objections from a client, but they do come with the territory. Therefore, you have to be prepared to handle—and resolve—client reluctance in order to better serve them. Here are five ways to help accomplish that: Anticipate objections When you're preparing your presentation or proposal, keep in mind any issues your client might raise—things they have said before or might say now and plan your response. Listen carefully Show your value as a problem-solver to your client by listening closely to their concerns. Don't interrupt or get defensive, work with them. Understand the objection If you're not 100 percent clear about the customer's precise objection, ask questions. Check your understanding by restating the problem in your own words. Answer questions fully and honestly You won't resolve issues by being evasive, by manipulating clients, or by misrepresenting your intentions. Preface your answer by showing you understand that the concern is legitimate from their viewpoint. After responding, confirm that you've dealt with the objection and that your client has no other questions. Be flexible Try to resolve an objection by staying flexible in your proposals. Partner with your client to reach agreement. The more skilled you are in resolving objections, the more satisfied your clients will be. Still, there will always be times when you simply can't overcome resistance. When this happens, be sure to find out the reason this occurred and try to alter your approach in the future. At the very least, this information will help you fine-tune future presentations and proposals. Develop your ability to win friends and influence business people by participating in a Dale Carnegie Course. UPCOMING COURSES Upcoming Courses: Cross and Up Selling – multiple dates Dale Carnegie Course Appleton, WI – Dec. 10 & 17, 8am-5pm How to Communicate with Diplomacy and Tact – multiple dates High Impact Presentations Green Bay, WI – Dec. 5 & 6, 8am - 5pm How to Win Friends and Influence Business People – multiple dates A Selection of Upcoming Live Online Events: Attitudes for Service – multiple dates Compelling Sales Presentations – multiple dates Confident, Assertive, In Charge: Developing the Attitudes of Leadership – multiple dates Managing Conflict in the Workplace – multiple dates Managing Workplace Stress – multiple dates Marshall Goldsmith – What Got You Here Won't Get You There – multiple dates Time Management – multiple dates