When we conduct our sales training, a fast rule we follow is that there are no special skills in closing. In a different article, the Myth of the Perfect Closing Script, I conveyed my dismay at salespeople’s adherence to those relics. Those sales closing tips are a part of a different era, a different environment, and different customer culture.
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Here’s an interesting point I noticed in my trainings. When it comes to objections, salespeople do their best to avoid them. Overall, sales reps are usually looking to find things that are contribution-biased, things that are in their favor. They really hate to bring up objections. So most sales reps don’t even bother asking for objections. Instead, they hope to avoid them, not realizing that anything they’ve bought in their lives they initially objected to or compared and contrasted, weighing out reasons for buying vs reasons against buying.
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This article on sales objections was originally posted on July 8, 2019 by Lance Tyson in SellingPower
We’ve all had experiences when we felt a sale was going pretty well, and we felt the momentum gaining. Then, out of the blue, brake lights. Everything comes to a screeching halt. A prospect will suddenly tell you that your price is too high, or that they don’t have the budget, or that they aren’t sure your product or solution really has value.
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When you’re in the field, your sales activity requires the use of various communication elements, like the verbal cushion. To be effective in sales, you need to know how to communicate with your prospect. However, you also need to be adept at using the various communication elements at your disposal.
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Previously, we reviewed a few of the classic sales closes and how they don’t work in our current sales environment. There are two other classic closes that we should review to understand how they fit into our new global sales environment.
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To close the sale, you don’t need special skills. Now, back in the day, companies trained specifically on the sales close. In fact, some companies had sales manuals dedicated to special closing tactics. There were even sales training programs that focused on special closing techniques.
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In one of our training sessions, a participant said that they needed some tips on resolving objections. Objections are a natural part of the sales negotiation process. However, many sales reps try to actively avoid encountering objections. However, once you realize that real objections signify interest in your offer, you become more skilled at addressing the concerns of the customer.