Monday, November 12, 2007

Minimise Customer Risk

Risk is one of the major reasons why customers don't buy. Your client is not willing to take unnecessary risk. First it is a matter of establishing trust in your relationship and secondarily having them comfortable with the terms of the deal. It is your job in sales to minimise your customer's risk exposure. Figure out what you can offer. Can you give a money back guarantee or promise 100% satisfaction?

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About the Author

Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.

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