November 19, 2002
Sales & Sales Management Newsletter
Welcome to the NEW Gulas Group Sales & Productivity Newsletter. This issue deals with sales training and the role it plays in truly discovering a prospect's intent.
This Issue: Say Goodbye to Objections
The VP of Sales consulted with counterparts in various industries to discover a revealing fact: Those companies relying on lines or scripts as opposed to a systematic selling process were under-performing. After much study, Billy Bob's VP of Sales concluded this: Sales scripts took way too much energy to execute. The constant battle to have a quick retort put the prospect in control of the sales cycle. That was the reason for such inconsistencies from her team. The prospects knew just how to play the game. Shoot the sales person with one objection after another after another till you kill 'em off. They had been to buyer's school so they had plenty of ammunition.
Like a boxer, you must practice with a real contact. Write down each objection during each step of the Discovery Sales Process and then describe why it will occur. Now, here is the magic bullet. Restate each objection as a question you can and must ask the prospect. Find a sparing partner and practice with them using softening statements until you can perform the questions conversationally like the detective Colombo.
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