Browse Tag

overcoming objections

When a Salesperson Should Stop Selling Value

SQC smallProblem:  Recently, I had a conversation with a sales engineer about his frustration with trying to convince a prospect the price of his equipment was worth the value.  His prospect is convinced that he is selling high quality, efficient equipment with a large ATBM (Average Time between Maintenance).  Though his prospect faces frequent interruptions due to breakdowns, the prospect continues to buy his competitors’ equipment because their prices are lower.  The prospect continues to tell him that he can’t justify the capital investment needed to buy his equipment. read more

Excuse Making

SQC smallProblem: Bert, VP Sales for ABC Company, was explaining to the CEO why they were 50% short of goal. “Our prospects tell my salespeople our pricing is 25% higher than our closest competitor, business is terrific so why risk change, and they (the prospects) don’t understand Web-based e-commerce yet.” Bert continued, “I can relate. We are pretty new. Maybe our goals are too ambitious.” Ms. CEO replied, “Those are all probably good reasons, but it’s your job to make goal, so deal with it.” (The CEO presented similar reasons to the Board of Directors for being off target.) Bert accepted that these were serious issues that had to be dealt with and worked with his people to make more effective calls. However, the environment didn’t change. Customers continued to have challenges around ABC’s solutions. ABC ended the year 50% off projection, Bert was gone and the new Sales VP took a new approach. read more

It’s Seldom About Price

SQC smallProblem:  One of the most common objections salespeople get is about price: “That’s a bit more than we were thinking about paying.” “Your prices are kind of high.” “That just doesn’t fit our budget” are typical comments. Salespeople tend to be very aggressive in their attempts to overcome price objections and begin dropping their price to get the sale. And, more often than not, once the price issue has been “resolved,” another objection comes to the surface. Sometimes it seems to be a never-ending circle of objections from the prospect. read more

“Sounds Like You’re Busy”

SQC smallProblem:   The following frustration was shared with me by a salesperson the other day.  “I reached out to 57 potential prospects this week and only 8 of them gave me the time I needed to tell them what I do.  The rest of them said they were busy and didn’t have time to talk.  I have been taught that prospects are concerned that salespeople will take up too much of their time so I always ask if they have a few minutes to talk.  What do I have to do to earn a minute of time?” read more

Handling the Brochure Brush-Off

SQC smallProblem: We often hear from our clients that when they finally get past the gatekeeper, the prospect requests literature prior to committing to see them and after the literature has been sent, they can’t get the prospect back on the phone.

Everyone who is selling anything has been there over and over. Salespeople have tons of literature from the marketing department to mail to prospects that request information. The problem is that 99% of the literature that is sent out just becomes “litter.” A bigger problem is that the salesperson is under the illusion that the prospect is really interested and will give them an appointment. The reality is that they were relegated to the trash heap with the proven “send me a brochure” brush-off. read more