Start selling already!
In our most recent podcast episode, Jon and I are very clear with the Seven Minute Sales Minute listeners that sales professionals truly don’t start selling until we hit the first objection. Prior to the first speed bump, we are merely having a conversation, performing a demo, or being an order taker. It’s not until we have to overcome objections that we begin to earn our keep.
If you turtle and punt to setting a follow-up appointment at the first sign of adversity, you need to rethink your approach. Not only is friction in the sales process a good think, it’s abundantly necessary.
We’ve all had that sales call where the client agrees with everything. There’s not one objection to speak of and since there’s no objections presented, we have no reason to put on the full dog and pony. We are just on top of our game when this happens. We’re Sales Superman.
Then… crickets. They gave us all the signs, they asked for us to send out the proposal so they could get it signed off on, why did they disappear?
You just fell for a very dirty trick. The “I’m going to give this guy absolutely no friction so he’ll get through his pitch and shut up. Then I can block his number and disappear” trick.
This is precisely why I bring my own friction with me on sales presentations. When a call is just going too well, and I sense I’m getting this treatment, I offer up an objection for them. One of my favorites is to ask for a deposit right then and there. If they truly have interest, this brings about an objection and I can then start selling. If they have no interest, this calling of the bluff will flush that out too.
More objections you can offer up include (but are not limited to):
- Do you have to run this by your spouse?
- Is this pricing option to your liking?
- Did you need more time to think this over?
It’s important that you have a relevant response and a close teed up to handle these objections should they be glommed onto by the prospect. It’s time to go to work now. Yeah, you now have to overcome the objection, but at least now, you can stop spinning your wheels and start selling.
I’d love to hear from you. What’s keeping you up at night? How can I help?