In the last post, we reviewed three steps to resolving sales objections and in doing so, we brought the sales process closer to achieving a commitment. Those 3 steps were:
Now, here’s the kicker when resolving sales objections: The more specific the objection you’re facing, the better chance you have of resolving it!
Here’s a quick story about the first step in resolving 4 common sales objections, assessing the objection.
Have you ever heard the story of how McIlhenny’s Tabasco sauce got started?
Before the Civil War, the McIlhenny family lived on an island along the coast of Louisiana called Avery Island. If you look at the bottle, you’ll see a picture of Avery Island, right there off the coast. The island was just a great place to live – it had sugar cane, fresh water, and cattle. The McIlhenny family loved it there.
When the Civil War broke out, some troops were stationed on the island, and they ended up killing the cattle, burning the sugar cane, polluting the water, and further devastating the island. Continue reading
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
Back in a previous post, I outlined a sales call where the sales rep, after performing his diagnostic session, removed all documentation off the table, presented relevant evidence, and focused on the one solution that was going to address my challenge.
I emphasize the fact that he removed all documentation off the table because it highlights one important fact: More information is not better. We want to get the need or the issue right and give them enough relevant information. Too much irrelevant information causes confusion. And confusion leads to doubt. Continue reading
In the good-old-days, sales was all about the sales close. In fact, corporate sales teams had manuals stocked with various phrases and tactics their sales reps could use to close the deal. They had the Ben Franklin close, the Puppy Dog close, the Assumptive close, the Columbo close, the Now or Never close… Continue reading
As salespeople, we have to use forms of evidence to help convince, persuade, and influence the buyer. Remember, everything from here on out relies on the three elements of our Specific Interest Statement: presenting our solution, referencing the primary interests, and appealing to their buying motive. Now that we have that foundation, we need to climb our way to the top of the mountain over obstacles using evidence, practical applications, and showing the benefits of our prescription. Continue reading
Quite a few salespeople are of the mindset that they can fast-talk their way through a sale presentation. But In a previous post, we saw how incorporating a visual demonstration made the difference between a mediocre sales performance and selling excellence.
So keep this sales nugget in the back of your mind: Telling is not selling. Continue reading
This post on Millennial success was originally published on Nov 8, 2016 and updated on Feb 26, 2019.
Worldwide, the population group called Millennials is just over 75M people in the US; that’s larger than the number of Baby Boomers. But for us sales managers, the employment numbers are more interesting. According to MarketWatch, the most recent numbers in 2017, tell us about 56M Millennials were either working or looking for a job. That beats out 53M GenXers, and 41M Baby Boomers. Continue reading
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:
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.
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:
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.
Want additional insights in creating effective sales questions?
Want to know if your knowledge of the sales process puts you in the field of play?
Take our online sales evaluation here and quickly assess how your knowledge and skills stack up in the industry.
Once the salesperson has diagnosed the problem correctly, they need to present the right prescription in such a way that it persuades the buyer to see value in the solution or opportunity. As salespeople, we need to gain the high ground in order to overcome doubt quickly and effectively.
And what inherently overcomes doubt? Evidence!
Check this out this sales example and discover what’s revealed in the process. Continue reading