handling objections
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Why Do Salespeople Use Facts and Logic to Combat Objections?
- October 17, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten. Whether talking points, bullet points, inarguable facts, competitive differences, ROI, value proposition, brand promise or cost of ownership, these words and phrases have been reinforced since day 1.
The problem is that while salespeople confidently spout off these return volleys, the only thing accomplished is to make it more difficult to sell anything. When a prospect states an objection their resistance goes up. When a salesperson attempts to counter the objection with logic or facts, the prospect hears the hard sell and resistance is raised some more.
Logic does not overcome objections. So what does?
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A Perfect Way to Handle Objections, Challenges and Push Back
- November 11, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We watched the GOP Debate last night (I know the photo is from an earlier debate). I remember saying to my wife, “This isn’t a debate – all they’re doing is answering the questions being asked.” And then, all of a sudden, a debate broke out, and what did the brilliant moderator do? He said, “I’m sorry, we need to move to the next topic.” We finally got ourselves a debate and they want to stop it!”
Consider the majority of salespeople and their single biggest skill gap. Even when they are aware that today, a consultative approach to selling is necessary, and even if they actually use a consultative approach, all too often, this is what happens:
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Apply Jack Reacher to a Modern Sales Approach
- June 23, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While reading Lee Child’s Reacher book, “Personal”, I saw a huge connection between how the Jack Reacher character survives and succeeds on all of his highs: high-risk, high-stakes, high anxiety missions; and how a successful salesperson survives and succeeds in the sales equivalent of a Jack Reacher story.
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Two Fantastic Examples of Addressing Sales Objections
- December 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As you read these, ask yourself whether I’m taking sides or simply pointing out good and bad things the politicians do and subsequently apply those lessons to selling. Exactly 8 (including today) of the 985 articles, which I’ve posted to date mention politics or a politician. By my count, 3 were favorable for Obama, 1 for Ann Romney and Chris Christie, 0 for Mitt Romney, and 3 that were unfavorable for Obama. Can’t get any more balanced than that!