Instructions

Worksheet $8$: Selling to Difficult Customers

Answer the following questions:

Write down the person and company's name and describe very clearly what they do as it relates to your company.

In detail, describe the needs this person or company has that you are confident you can solve or address. Remember, they may not be aware of how you solve their problem or challenge.

Review your competitors and understand how they solve or address these same needs. Make sure you understand how you compare to them.

Finally, anticipate their three biggest objections. Write these down and then note specifically what you will say or ask to overcome their objections.

Objection

Response