10d • General Discussion
Sales Is About 5 Things (And So Are Objections!)
In simple terms, sales is about 5 things:
- their desire for it (making the change)
- their willingness and ability to actually do it / make it happen when they find the right help
- their belief that your approach / help meets their criteria
- their desire to work with you over their alternatives
- their willingness and ability to accept your price, terms and conditions
Keep this front of mind and sales is simple.
Simple but not always easy.
And when you know this then you know that not every "objection" or "push back" comes from the same place.
It can live in any one of the above 5 areas.
As such, defaulting to "its their internal locus of control bro" as your start point in handling any pushback is a risky and a low resolution approach to what may be a more complex situation.
As always, the prospect has all the answers if you ask them the right questions.
The right questions, the right way and at the right time.
And then you challenge - in a non combative / abrasive way - their answers until the truth and complete picture emerges.
And when it does then you can get to work.
Get to work to see if they can move their position so the call opens up.
Again, simple when you know how but not always easy.
I use this approach daily on my sales calls selling 25-200K USD packages.
I teach this approach to my students.
And we all get from it the same things:
- better more open and expansive conversations
- more sales
- less time wasted
- better and more dignified feels all around (for us and for them)
All outcomes essential to both enjoying and excelling in this game of sales!
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Sales Is About 5 Things (And So Are Objections!)
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