Objection handling is one of the key skills every salesperson must possess, and as a result, much has been written about it. There are many methods, methodologies, frameworks, and scripts out there which all purport to be the best way to handle objections, and much money has been made selling them. Many of them (less so the scripts, more so the frameworks and methodologies) are quite useful, and will guide you in the right direction. Throughout all of these there is a common theme, which I'd like to cover here: the simple question "why?"
Excellence in communications is a requirement for salespeople, especially when the focus is on phone calls and B2B. Many salespeople seem to think that movies are a facsimile of life, and attempt to use the hard sale techniques they see on the silver screen in their daily work. This will inevitably lead to failure, since those techniques revolve around telling not communicating (it’s a movie, after all).
Salespeople often represent a company with potential clients, and as such, should have a good grasp of what makes relationships tick. Too often, however, I notice they are not as adept as they could be. In part, I think this has to do with the pressures they’re under. However, in my opinion, the main reason is the training they receive. Many methodologies are focussed around quick wins and pushing toward a close, and they often ignore the niceties that form the grease which enable the wheels of human relationships to turn.
In order to succeed in their endeavors, entrepreneurs must be masters of selling. You need to sell yourself, your ideas, and ultimately your products; and if you’re a solo entrepreneur, these skills become even more important. If they you no sales skills, and want to continue what you’re doing, you’ll have to learn to sell. And fast. Let me help you along that road by showing you the basic sales skills I think every entrepreneur should have.
Within the teeming ocean of salespeople out there, you are but a mere drop. A speck. A mote, floating along among hundreds of others. In order to perform well, you must stand out. You must become present in the mind of the buyer, and they must be happy to speak with you. When the prospect makes a buying decision, you want them to be thinking of you and not your competitors. Here’s how to stand out as a salesperson, and make sure that happens.