Objections: The Salesperson's Best Friend
Don't close the site! Give me a chance to explain! I haven't lost my mind!
Surely its happened to you. Maybe it happens a lot. You're telling your story and the prospect is listening at somewhere between 50 and 100% attention. They are giving you a "yes" or an "ok" or maybe a "that's cool" at appropriate moments.
The time comes to test the water and you offer up your best trial close. The answer comes back "Not today. I'm just not interested." As they say this, they get up from their chair, or start to dial a phone number.
You're shocked. They seemed to be involved. As you replay the conversation, however, you note that they never said "Can that be done in our corporate color?" or "I don't see how we could get all the copy in that small space?" or "Are you sure your company is big enough to handle our needs?" They just kept saying "Oh, how nice."
Be aware of that circumstance early on. Try mini trial closes on specific aspects of your presentation if they seem to be "yessing you." Ask some questions to see if you are even dealing with their needs or their area of responsibility. Even ask who they are using now for these types of products if you haven't already.
You want objections throughout your presentation. When the objections stop, you have probably lost their attention.
Surely its happened to you. Maybe it happens a lot. You're telling your story and the prospect is listening at somewhere between 50 and 100% attention. They are giving you a "yes" or an "ok" or maybe a "that's cool" at appropriate moments.
The time comes to test the water and you offer up your best trial close. The answer comes back "Not today. I'm just not interested." As they say this, they get up from their chair, or start to dial a phone number.
You're shocked. They seemed to be involved. As you replay the conversation, however, you note that they never said "Can that be done in our corporate color?" or "I don't see how we could get all the copy in that small space?" or "Are you sure your company is big enough to handle our needs?" They just kept saying "Oh, how nice."
Be aware of that circumstance early on. Try mini trial closes on specific aspects of your presentation if they seem to be "yessing you." Ask some questions to see if you are even dealing with their needs or their area of responsibility. Even ask who they are using now for these types of products if you haven't already.
You want objections throughout your presentation. When the objections stop, you have probably lost their attention.
posted by Randy W. Kirk at 3:24 PM
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