Sales Training Exercise – Don’t Let a Sales Objection Stop Your Process

sales objection sales process

As salespeople, one of the challenges we have when encountering a sales objection is we tend to react in the moment.  Now, don’t get me wrong – I’m all for flexibility and spontaneity. In fact, I think salespeople need to be more spontaneous and flexible.

However, when someone puts forth an objection, you have to first get them define, defend, and explain what they are objecting. Otherwise, you’re simply reacting to your interpretation of the prospect’s statement.  Which means you’ll miss the opportunity to address their real issue. Continue reading

Sales Training Exercise – A Technique to Focus Your Sales Questions

focus sales questions

In a previous post, we talked about who the subject of your sales questions should be. But most salespeople believe the questioning process is for them. When they ask questions, they become the center of the questioning process, not the prospect.

How many times have you entered into a diagnostic session where the central thoughts in your mind were something like:

  1. I have to ask some sales questions. Let’s get this thing over with.
  2. I have to ask questions to impress the prospect
  3. What do I have to ask to close this deal or move the sale forward

Most of the time, when we start asking sales questions, our attention is almost always focused on us and not on the prospect. In most cases, it’s probably the last conversation you had with your sales manager who told you ‘how much we really need this deal.’

Here’s a tip. If you write down the goals of your questioning session, you are more likely to achieve them. For example, if your goal is to discover information about their operating environment to install technical equipment, put that at the top of your notepad and make that the focus of your attention.

In all of my experiences with salespeople, those who write down the target outcomes of their sessions and take notes during the sessions outperform those salespeople who wing it.

Sales Training Exercise – Focus your Sales Questions by Removing Distractions

So here’s your exercise. In addition to your notepad, get yourself a small spiral bound notebook to serve as a worry notebook.

When you’re preparing for your diagnostic session, write in your notepad the general items you want to focus on – your prospect, their company, their environment. These items will be the focus of your sales questions during your diagnostic session.

Now, before you step into the meeting with your prospect, ideally before you get out of the car, write down in your worry notebook the items that are grabbing your attention. Things like:

  1. The conversation with your sales manager telling you they need this deal.
  2. You session with your physician who said your blood pressure was too high.
  3. Your car payment
  4. Shots for the family pet

Anything of a personal nature that you think needs addressing goes into the worry notebook. Then, put that worry notebook in the glove box of your car and give yourself permission to forget about those issues for the next hour. Don’t worry. They will be there when you get back. But for the next hour during your diagnostic session with your prospect, they are in your worry notebook, leaving you free to focus on your prospect.

Remember, selling is an away game. It takes place in the mind of the prospect. That’s exactly where you need to be, in their mind, seeing the world as they see it. And you can’t do that if you are paying attention to your problems.

 

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The Prospect’s Buying Process – Leverage Powerful Insights

buying process gaining insights into your prospects thinking

The Specific Interest Statement in the Buying Process

To make the right diagnosis, the salesperson must align their sales process to the prospect’s buying process. The salesperson accomplishes this by making interim summaries throughout the process. For example: “Based on what you’re saying, you’re looking to address your number one or number two interest, and that’s going to address your motivation.”

This is where the salesperson makes a Specific Interest Statement. They can apply the product or service to the prospect’s needs and appeal to both the prospect’s logical and emotional reasons for buying. Continue reading

Buying Motives – Rocket Fuel for Your Sales Process

buying motives are rocket fuel for your sales process

Before we jump into buying motives, let’s revisit our doctor’s office analogy for a quick update.

When a doctor starts asking questions to diagnose the situation, the questions he or she asks are simple at first. They are based on their own general historical experience and their own historical knowledge of you. For example, “What’s your age? When was the last time you went to the doctor? How do you feel right now?”

The questions get more complicated as they proceed. Then he or she weighs your answers to figure out what problem or problems might need fixing. Then, based on their expertise, they can arrive at a proper diagnosis. Continue reading

Bridging the Gap: Asking Questions to Drive Your Prospects Interest

questioning process builds interest and bridges the sales gap

In the last post, we explored the potential of enhancing your evaluation process by asking sales questions. In this post, we’ll take a deeper dive into using the questioning process to build increased interest in your prospects.

Previously, we used a river as an analogy to develop a questioning model. In this river analogy, one bank represented the prospect’s current situation. The opposite bank represented the desired situation. And the river represented the gap that the prospect must bridge in moving from the current situation to the desired situation. Continue reading