Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode.
It’s as if they think they just need to tell the prospect more, or list endless benefits and that at some point the prospect will say, “Ah, yes! That’s what I needed to hear!”
Sadly, pitching more when you hear a possible negative is exactly the wrong thing to so.
The right thing?
Stop and begin asking questions. Get curious. Dive into the possible problem area and find out why it’s a problem. How much of a problem it is. And, most importantly, learn how to deal with it—that is, if it’s even something that can be overcome.
Here’s the thing: the average closing rate is two or three deals out of ten prospects pitched. That means seven people aren’t buying!
So, if you’re talking over or past objections, then you aren’t learning how to deal with them. You’re certainly not learning how to overcome them. Instead, you’re practicing poor sales skills over and over again.
And that’s not how to get better.
You’ve heard that saying: “Practice makes perfect?”
That’s totally wrong.
Practice only makes permanent.
If you’re practicing poor selling skills day in day out, you’ll get really good at being…well…being a poor sales person!
Quickest way to get better: next time you get an objection or negative response, stop. Ask questions. And ask yourself is this is one of the seven prospects who aren’t buying. Or is it one of the three who will buy?
And then ask yourself what you need to say to sell them. And you’ll only learn that by being curious and asking questions.
Not pitching…
Need More Proven Responses to the Selling Situations You Face Every Day?
ON DEMAND SALES TRAINING THAT GETS RESULTS!
If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.
Unlimited License: One to 100 reps can attend for one low price!
Perfect for reps dealing with the following issues:
- Reps struggling with call reluctance
- Getting screened out by the gatekeeper
- Overcoming blow off objections like, “Just email me something”
- Identifying decision makers
- Qualifying prospects
- Setting call back appointments that stick
- Giving successful presentations and dealing with objections
- Staying motivated