What NOT to do when you get a sales objection : Nancy Bleeke

Objections, one of the most feared ‘maybe it will or maybe it won’t’ points of sales conversations.

Why? Sellers tell me:

Because the objection may be the end of our sales opportunity.
It seems like a personal attack.
There’s uncertainty about how to really ‘handle’ it. (Don’t get me started on the fact that NO one wants to be handled or overcome).
Now think about the buyer… what do they fear when they share an objection?

They won’t be taken seriously.
The hard sales tactics will surface (fight reaction).
You will ignore them (flight reaction).
There really isn’t anything that can be done about their viable concern or objection and they won’t be able to buy your solution.
A collaborative selling approach removes these fears on both sides of the proverbial sales table. As a collaborative sales professional, the Stop, Drop, and Roll response is extremely effective when faced with objections as I’ve explained in previous articles. It ensures that you engage your mind, before your mouth.

Yet what should you avoid when you do engage your mouth?

While there are not many ‘absolutes’ when working with people, there are 3 big NOs that will damage your opportunity to work through the objection.

When you are answering an objection, do not start with:

1. No, because…

2. That’s not something we can do.

3. I can’t…

Looks pretty obvious doesn’t it? These phrases immediately shut down the conversation and options. Even if the answer is ‘not a chance,’ you can keep the door open by starting with:

1. Yes, if…

2. I’d like to understand more about your request, I have a few more questions before I can identify if there is an option…

These statement starters end the fear for both the seller and buyer. More importantly, they give the buyer hope, which leaves them open to listening and collaborating with you.

Top Tips for Hiring Great Sales People

Sales managers, have you ever found yourself hiring a top seller from another company, only to find they cant replicate the predicted results for you?

Perhaps one of the most important aspects of sales management training is learning to tell a real top seller from a candidate that is just going to disappoint in reality. I always like to start by asking the candidate who their biggest 5 clients are. There are a few great questions that you can ask at the interview that will help:

Which of those accounts did you acquire as new business and which ones did you inherit?

Where did you get the leads for those clients?

Who else was involved in closing those deals and what did they do with you?

So, why are these questions key? Over the years I have profiled certain types of top seller that just don’t deliver. Even though the figures they quote at interview can be verified by reference they just cant replicate it and here is why:

The Silver Spoon. In the interview this candidate is going to be happy to quote you big figures that they achieved in their previous role, when you check it up at reference it is going to be confirmed that they made that amount from their territory. What no one is going to tell you, unless you ask, is that they inherited an amazing territory. They didn’t generate 500k in new business, that all came from warm calls to accounts that their predecessor established. This candidate will be a competent account manager, but unless someone else has already done the hard yards then they are not going to be a top seller for you. You will soon find them out when you learn that their top clients were inherited.

The Percentage Man. Again, this candidate sounds great at interview and the numbers stack up. They did make the 500k out of their territory in their last role, what they don’t mention is that their sales manager would have expected 5 times that from the territory they run. Actually, they have only delivered a percentage of what you should expect from them. These candidates, like the silver spoon candidate don’t like to make cold calls so have relied on referrals and company generated leads. If your second question, where did those leads come from, brings up a lot of referrals and company leads then you may be talking to the percentage man.

The Wing Man. The wing man can find leads, there is no doubt of that. They found lots of leads in their last job that their sales manager had to close. Then, after winning the business, the sales manager handed them back the account to run. They got the credit and their client list sounds great, but unless you are ready to close for them too they aren’t going to deliver the same results for you. Listen carefully to who else was involved in the sales process for their top 5 clients, if their sales manager went along on many of the calls then you are probably talking to a wing man rather than a top seller.

Are you a quitter?

If you expect to lose, you probably will.

You don’t need to lose. You shouldn’t lose.

You’re not supposed to lose. You definitely don’t deserve to lose.

But you will lose.

Because you aren’t expecting anything else. Your low expectations are crushing your chances to do something epic.

And the truth is that the only thing holding you back is your fear.

You’re afraid you’re going to get hurt by caring too much.

You think that if you don’t want it too bad that you’ll have less to lose.

That losing won’t hurt as bad.

What you don’t realize is that you’re already losing.

And it’s hurting you so bad you’re not thinking straight.

You’ve given up. Given in. Quit too early. Stopped before it’s right.

It all started with low expectations.

With you dreaming small and living just under the radar of problems.

And it’s natural that you’re afraid to dream big.

You’ve dreamed big before and come away empty.

You’ve thought that you could handle the pressure before you lost your cool.

What you thought was savvy is now just silly.

And so now you’re thinking that if you slow down and expect less, you’ll be surprised by more.

But thinking less leads to doing less. Which leads to less of everything else.

And you’re disappointed all over again.

But this time, it’s not just that you lost that guts your core.

It’s that you gave up on yourself before you got started.

Which is really the danger all along. That’s the curse of low expectations.

It’s not you being smart, savvy, reasonable, reckoned, or wise.

It’s you just quitting. That’s it.

Nothing other than that. You quitting.

Which is why you aren’t where you want to be.

Try more. Dream big. Refuse to accept failure as final.

That will solve things for you. Right !