What should a salesperson do if a client expresses skepticism about the quality of modular buildings?

Providing testimonials and showcasing past projects is an effective way to address a client's skepticism about the quality of modular buildings. This approach allows the salesperson to build credibility and trust by presenting evidence of successful installations and satisfied customers. Testimonials serve as social proof, demonstrating that others have had positive experiences with modular buildings, thereby alleviating concerns the client may have regarding quality. Highlighting specific past projects can illustrate the durability, aesthetics, and functionality of modular buildings, reinforcing their value proposition.

Addressing skepticism directly through evidence rather than dismissing it or diverting to other topics is crucial in establishing rapport and confidence in the product. This method not only helps in assuaging doubts but also positions the salesperson as knowledgeable and attentive to the client's needs and concerns.