It’s the damndest thing about humans — we ask questions. Have preferences. We’re pretty freakin’ unpredictable when you sit down and think about it. And those qualities make selling all the more difficult.
We’re all selling something and a part of the never ending cycle of crafting the next way to let people know who we are, why we’re different, and why what we’re peddling is the answer to what ails them. Having never really done anything in my life other than sell things in some regard or another, I maintain that those who excel at sales never sell anything. They’re psychologists. While rarely credentialed, they have that one thing that those who struggle with sales don’t:
They get people.
So let me ask you this: When is the last time you wanted someone to argue with you? Prove you wrong. Fight your ever-so-logical (and even not-so-logical) thought process?
Likely the last Tuesday of NEVER.
Trying to overcome someone’s objections is a simple act of being the Sales Bully. You think you’re better, that your way is right, that the person or people sitting in front of you are wrong.
Today’s post is a guest blog from The Irreverent Sales Girl. Should you not be following her musings on her blog and on Twitter, she can crack wisdom with the best of you — and she’s here to share her insights on how you might be coming across as the Sales Bully and not even know it. Enjoy! OH! And there’s a bonus giveaway at the end of this post — you have to view the video, so if you’re getting this in your email, be sure to click through to view online. It’s the ideal bonus for anyone who’s looking to up their game in any area. And I personally own one. So there.
I Object to You Overcoming My Objections
Yesterday, I was in a sales presentation.
MY BUYER WAS READY TO BUY
The person who set up the meeting was committed to buying what I was selling – never an unfavorable position to be in, right? She put together a set of the key decision-makers in the company. In my world, it was a done deal.
But, then – life happened. Actually, humans happened. The people on the phone started asking if we could do this and that and this and that…and we couldn’t. They were legitimate requests.
IT DOESN’T WORK
I told them, “This is how our clients use our product to accomplish what you want.”
They weren’t biting.
Finally (and I swear that I could see their collective sigh of resignation), they invited me to continue my presentation.
I CHANGED THE CONVERSATION
We were 15 minutes before the end of the presentation and I simply took the offer off the table – I was done. I said in clear language, ”You want to accomplish this – and we don’t do that. I don’t know who does that, but in a year from now, we probably will. So, let’s get off the phone and I will be in touch with Sally when we’re ready for what you need.” End of conversation, right?
An Audible (Palpable?) Sigh Of Relief
They were sooooo happy that I wasn’t going to continue. They loved that I gave them another 15 minutes of their life. They were relieved that they didn’t have to sit through the rest of my pitch! So, was I, by the way.
And, we hung up.
WANNA KNOW WHAT HAPPENED NEXT?
Less than half an hour later, they emailed me and said that they still wanted to buy. They had figured out how to make the deficiencies work. Could I please send the contract for signature? They even apologized for being difficult.
THE MORAL OF THE STORY
When was the last time you wanted someone to overcome your objections?
How about you get their objections instead and…back off.
People are big and know their business better than you do. They know their relationships better than you do. Listen. Believe. Honor. You might surprise yourself, and them! One thing I do know is that it’s a prime technique for blowing the doors off of sales and reaching your next level as a businessperson.
And now — the bonus! Watch the video and follow the instructions to win a copy of Jason Womack’s book, “Your Best Just Got Better.” It’s even SIGNED by Jason, so an added bonus. All comments must be in by 11:59pm on 10/23 and I’ll announce the winner on 10/24. Holler!