In a previous post, I gave an example where I coached a member of my sales team on how to resolve common sales objections at the start of the sales process before the prospect brought them up.
Here’s a tip: If you review your past sales calls and you find you’ve repeatedly addressed a particular class of sales objections, don’t become a prisoner of hope. Don’t run through your sales process *hoping* your prospect won’t bring up that particular objection.
Instead, create a general response to those objections and offer it as a solution at the start of your sales process. In the past post, time was a big issue when we sold training. I turned it around by transforming the time spent in training into time invested in personal and team improvement, a win for the company as well as the individual.
Sales Training Exercise – Sales Objections Assignment
So, here’s your assignment. Sit down at the end of today and review your calls from the previous week. Identify and write down all of the objections you faced. Keep a tab of your most popular sales objections; i.e. the ones you encounter multiple times throughout the week.
Next, create a solution, or solutions, to address those sales objections, and create a general response based on those solutions.
Then, when you deliver your presentation, lead off with your solution to address the problem before they bring it up. You’ll reduce your sales cycle time and your prospects will perceive you as a forward-thinking business consultant.