We all know the saying, "Time is Money." Often sales professionals under value their time. They are afraid to express the fact that they should generally not need to make a second or third sales call, provided they have done their homework to begin with.
The typical problem is price Vs. value. A customer may feel the price is just too high for the value they will receive.
Think back, did you present the product in the right light? If you showed the client just how much value they will receive, including you, there's no way they won't buy from you.
It is all a matter of knowing what to do, and perhaps what not to do. If the merchant raves about his check guarantee or verification service for example, reply with, "Well, that's great."
Don't "bad-mouth" the competition. However, if the merchant should hint at a dissatisfaction, probe for more details. Don't assume the "I told you so" attitude; rather, become the "problem solver." Empathize with the merchant while you discover exactly what it is that the competition is failing to do.
Remember: Your time is money, and the commissions you earn on the sales you don't make, are Zero.
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