A customer verbally tells you that they "must have" 4 things in order to consumate a transaction. Are they telling you the truth or exagerating? Did they even give it much thought? Are they realistic?
If possible, try this - ask them to confirm, via e-mail, what they told you verbally. "Susan, can you please confirm what you must have in order to move forward with this purchase? Sorry to ask again, but I want to make sure that nothing is missed. Thanks."
You can say this a million different ways depending upon the situation and what you're selling. The bottom line - was the message consistent? Did their needs list increase or decrease? Did they not even respond, confirming that they may not be as serious as you initially thought?
Get it in writing and you will be that much closer to either making the sale or cutting them loose. Either way, you benefit.
The paradox of insular language
7 months ago
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