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How you deal with negatives and preempt them will definitely help.  When launching a new product or service you don't know what the customers are going to say and what negatives they are going to give, so it's really important you prepare yourself and learn what responses you can use.  It's definitely worth chatting with other people selling the same thing to find out how they turned a negative.

So what is a negative?

Often a negative from a customer is a way to challenge you, and if you can turn their negative then you will increase your chances of selling to them.

How to preempt a negative

The best way to deal with a negative is head on, if you know that 90% of people will give the same negative then that makes it really easy.  So for example if I was selling light bulbs, when I first meet a customer I will say "you have probably got loads of these already, light bulbs?" the customer responds "yes" I reply "Great, the reason most people have been buying these is because....." By saying great always throws them because they were not expecting you to say that.   You can now pitch them without the negative of them saying I have already got light bulbs because you have already addressed that and said the main reason everyone is buying them is because they save electricity etc.

So get rid of a common negative by addressing it straight away in your sales pitch.

Don't disagree with a negative

This is an important rule, don't tell a customer that their reason for not buying is incorrect, you will only annoy them even if you can give them a really good reasons to buy.  You must agree with the negative in order to turn it.  so customer says "I have 5 of those light bulbs already" my reply "yeah, many of the people I have sold to today have said the same thing, but the reason they bought off me was because of the deal we are doing.  As light bulbs always need replacing...."

So the main points to turning negatives in a sale

• Preempt the negative by addressing it first
• Agree with negatives in order to turn them
• Paint lots of pictures why people have bought