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How Salespeople Can Avoid Objections

Salespeople can avoid objections a couple of ways:

  1. Knowing the most common objections that buyers typically have about the product, service, process, or experience that they sell.
  2. Bringing those areas of possible concern up earlier in the process by asking about them as questions and part of the Discovery process.

There are salespeople who believe that if they don’t bring an issue up, then it won’t come up by the customer. Not so.

Or they keep their fingers crossed that there won’t be is…

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Why Do Buyers Object?

Buyers object and raise concerns because they have them.

Buyers tend to object because they are uncertain…of what the salesperson is saying, of what the product or service promises, of how to judge either of those to get to the other side of their uncertainty, of conflicting information (what they read online is different from what the salesperson is saying).

Buyers tend to object because they are fearful…of making a mistake that can’t be easily rectified, of spending more money to solve their…

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Selling also is Satisfying

Sometimes luck brings the right person into the showroom at the right time and the process moves quickly and a sale is effortlessly achieved. Sometimes that happens.

It’s more likely that attention and intention are engaged to produce a sale rather than luck from the front door.

It’s more likely that attention and intention are engaged to produce a sale rather than luck from the front door. To stay present and focused, and to be patient and sensitive to the decision-making process of the custo…

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Selling also is…Frustrating

Selling is frustrating when all signs point to the sale happening, only to have life throw a curve (spouse got relocated and they are moving, found mold in the basement that will cost $25,000 to fix) and a sale that was expected this month evaporates. Or a great sale gets cancelled because the delivery staff made some errors that couldn’t be rectified quickly. Or a customer thinks that they color they saw on the sample in the showroom was different from the color of the sofa that was delivered, …

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Selling also is…Strategic

I am an unabashed fan of checklists…of goals…of action plans. They don’t guarantee success, but they surely contribute to it.

Selling is strategic, and consistent selling success is helped by an organized and methodical approach and a willingness to evaluate activity to see what is missing or can be improved.

Practice helps.

It helps to practice elements that are challenging. Asking discovery questions that direct the conversation and gather pertinent information is a stra…

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Selling also is…Challenging

Let’s stay on the theme of “selling is hard” for a little bit…

Selling is challenging because there is so much that is unknown and unpredictable, and even with skill development and practice as ongoing activities, there are still factors that can’t be anticipated, and the seller needs to learn the balance of being flexible and being intentional.

Selling is challenging because it’s people – buyers and sellers – who bring their own stuff to each interaction that colors how …

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Selling also is…Uncomfortable

Sometimes I think my role is to help salespeople and sales managers to be more comfortable with being
uncomfortable.

Selling is uncomfortable because the seller is often in a position of asking questions of a buyer they
barely know, and those questions may seem personal, even though they’re necessary.

Selling is uncomfortable because the seller must ask questions that they might find hard to ask because
they think the questions are too pushy or invasive – falsely believing that if t…

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Selling skill is measured by this…

Good salespeople consistently get the sale. Simple, isn’t it?

Close ratio is measured by the number of contacts met and presented to and the number of closes achieved. Close ratio is like a batting average and it measures effectiveness.

Getting it done and getting the sale.

To consistently "get it done" requires intending to get it done, knowing what you need to know and the questions needed to find out, presenting a solution that the buyer says "yes" to, managing any co…

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Selling is...powerfully presenting

There is a misunderstanding that “Selling is telling” that has something to do with talking a buyer into something. We learned in the last step that asking questions to learn what we need to know takes practice and finesse. The same is true with presenting solutions.

Selling is powerfully presenting…including fielding objections.

You might see yourself as someone who likes to wing it and finds preparation boring and stuffy. You might think that spontaneity tops rehearsing…a…

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Selling is...inquisitive and skilled

Selling is also being inquisitive and skillful at asking questions. 

If there is a skill to develop that will serve immediately and always, it’s the skill of asking questions. That skill is best executed if it aligns with true interest to learn about others and what matters to them. Interest isn’t something to feign, but rather to lean into and expand to learn about the other person.

Inquisitiveness is trait that can be developed. It starts with a basic level of curiosity, es…

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