*Note: All Our Courses are HRDF / HRD Corp Claimable!
Let's talk about Sales Training today! In truth, everyone should read this.
"๐โ๐๐ก ๐ค๐๐๐๐ ๐ข๐ ๐๐ฆ ๐ ๐๐๐๐ ๐๐๐๐ ๐๐๐ก๐๐ก๐๐๐. ๐ท๐๐๐ ๐๐๐ฆ๐๐๐ โ๐๐ฃ๐ ๐๐๐ฆ ๐๐ข๐๐ ๐ก๐๐๐๐ ?"
~ โ ๐ช๐๐๐
, ๐ช๐๐๐
๐บ๐๐๐๐๐๐ โ ~
"๐โ๐ ๐๐๐๐ฆ. ๐๐๐๐๐ ๐กโ๐๐๐ ๐๐๐ ๐๐ ๐๐ข๐๐ ๐ก๐๐๐๐ , ๐ โ๐๐๐ ๐ค๐ ๐๐๐๐๐๐๐ ๐ก๐ ๐ ๐๐๐๐๐๐ ๐กโ๐ ๐๐ข๐๐ก๐๐ก๐๐๐?"
"๐พ๐'๐๐ ๐๐๐๐ ๐๐ ๐๐๐๐๐๐๐๐ ๐
๐๐๐๐๐๐๐๐๐ ๐๐๐
๐๐๐ ๐๐๐๐ ๐๐ ๐๐๐."
Gosh. As a salesperson, it can be really daunting (and awkward!) when your prospects offer no comments or questions at the end of your sales presentation and show you a poker face.
Broadly speaking, there are 3 categories of objections a salesperson may face during a sales meeting:
a) Initial Objections (๐ผ'๐ ๐๐๐ก ๐๐๐ก๐๐๐๐ ๐ก๐๐)
b) Post-Sales Presentation Objections (๐๐๐ข'๐๐ ๐ก๐๐ ๐๐ฅ๐๐๐๐ ๐๐ฃ๐!)
c) ๐ฟ The dreaded ๐๐ข๐ฅ๐๐ง๐ญ ๐๐๐ฃ๐๐๐ญ๐ข๐จ๐ง
Well, if the prospect has not shown us any buy signals throughout the sales meeting and has now clammed up, this is a strong indication that they are not 100% satisfied with the proposal. If we were to conclude the meeting without drawing out (and reassuring / mitigating) their true objections, we would probably lose this deal.
So, how can we overcome these Silent Objections and understand the prospect's true concerns? For me, this works 100% of the time:
"If there are no questions, we are always looking to improve. If you could improve this proposal, ๐ฐ๐ก๐๐ญ ๐ข๐ฆ๐ฉ๐ซ๐จ๐ฏ๐๐ฆ๐๐ง๐ญ๐ฌ ๐ฐ๐จ๐ฎ๐ฅ๐ ๐ฒ๐จ๐ฎ ๐ก๐จ๐ฉ๐ ๐๐จ๐ซ ๐ฎ๐ฌ ๐ญ๐จ ๐ฆ๐๐ค๐?"
Generally speaking, people are kind and are willing to help those who demonstrate a sincere desire to improve. When spoken with the correct tonality, you'll find your prospects much more likely to voice out their true dissatisfactions. Listen carefully, then methodically reassure your prospect by mitigating or rebutting the objections!
I'm sure this has been very helpful for you. Would you like a brief write-up on the common Post-Sales Objections, and how to overcome them? Let me know!
Or, if you're looking to supercharge your sales team, then reach out to me or UpSkillingMinds Sdn Bhd, and see for yourself the positive impact (and results!) we have brought to sales teams all across South East Asia.
#hr #humanresources #talentdevelopment #training #sales
