As the National Sales Manager and Trainer for BCI Acrylics, Mark Zokle leverages his 20+ years’ of experience to educate BCI’s sales force in the fine art of customer capture. Here are a few of the more common questions he receives from new salespeople.
Q: What are some visual cues I can give my customer to let them know I don’t agree with their terms?
Mark Zokle: Here’s the thing: amateur theatrics has no part in a professional sales negotiation. Gone are the days of slamming your briefcase or taking a dramatic and exasperated breath to show your disdain. Your best bet is to stay levelheaded, calm, and able to speak clearly and offer your customer accurate information as to why your product or service deserves their respect.