For the life of me, I can’t figure out why salespeople get so emotional over objections, NOs and indecision. It’s never about us, the salespeople; it’s about communication and the prospect’s ability to process information in order to make a decision. Yet, every day, I see salespeople post online about bullshit objections they got and how they are “offended” by them.
Here’s the thing about sales. Laydowns are few and far between. Most people fear making a decision. Decisions imply intent and intent means responsibility and these days, people avoid responsibility like it’s the plague.
Therefore, as a salesperson, you should expect every single prospect to arrive with pre-existing conditions to the sale.
The prospect is more informed than ever before. They have all the information, pricing and ratings of any product on the planet, in the palm of their hand. They don’t need the salesperson to educate them as much as they’ve needed to in the past. The information age is upon us. Yet, most salespeople feature the dump and inform the prospect of way too much. This costs sales.
There’s really only a short list of conditions you need to clear in order to close the sale. I’ll go over the most common ones in this video and I’ll show you how to close over them without getting all emotional like a 14-year-old girl.