Posted: November 01, 2013
Overcoming sales stalls
How to nip 'em in the budBy Gary Harvey
Business owners, CEOs and VPs of sales often ask, "How do my salespeople overcome stalls and objections?” My answer is, you’re not going to get past them if you think in a traditional sales way.
If stalls and objections come up all too often on sales calls, bring them up before your prospect does. Many of you might ask, “Why in the world would the salesperson bring up stalls and objections?”
Here's the choice: Either you bring them up and stay in control of your sales process, or let them surprise you with stalls and objections and catch you unprepared to handle them.
If you bring them up first, several good things can happen:
• It helps your credibility when the prospect sees that you're not afraid to raise stalls and objections, even before you're asked. This promotes a feeling of trust.
• You remain in control
• You can save time and get down to business faster and easier.
Here's how you can handle stalls and objections up front:
"Sometimes when I tell potential clients what we do, and they tell me (1) they see all service providers/suppliers as being the same;(2) they dread going through the process of whom to select to provide this product (or service); (3) the last time they tried someone new they had a terrible experience; or (4) they're not sure which options, if they did change, would be best for them. Are any of these concerns of yours?”
The concept here is to bring up now – not later ,when the prospect hits you with them from left field – three or four of the most common objections you hear frequently. It includes a multiple-choice question to select one or more concerns.
This tactic deals with and gets out their objection(s) that might – and often do – get in the way of your sales process later in your presentation.
When your prospect selects one of the objections, you then ask:
“I’m curious, why did you pick that one?" Ask more questions to find out and uncover what the real objection is. Then, decide if the objection will be a problem now, or if you can handle it later in the presentation.
Gary Harvey is the founder and president of Achievement Dynamics, LLC, a high performance sales training, coaching and development company for sales professionals, managers and business owners. His firm is consistently rated by the Sandler Training as one of the top 10 training centers in the world. He can be reached at 303-741-5200, or firstname.lastname@example.org.