Some say sales is an art form, and while I wholeheartedly agree I tend to think of sales as more of a sport.
It’s highly competitive, it takes repeat practice to hone your skills as a salesperson, and above all else you can’t ever learn how to win the game if you’re too afraid to jump in and get your tail kicked a few times by your opponent/prospect. Yes, sales is most certainly a sport and if I could compare it to any existing sport I would say it closely resembles boxing.
You present your product to the prospect.
The prospect parries with an objection.
You overcome their objection and throw a jab, AKA a benefit to your product or service, and…
You get the point.
The difference between sales and boxing is that with boxing your defense is what will win the match.
In sales, a strong offense will not only win the match but when used properly to handle your opponent’s known objections it will serve as your best form of defense too!
Let me give you an example.
Let’s say you work for a CRM cloud based software company and you’re about to go on a sales presentation with a brand-new prospect. Even though you know your product saves your customers a ton of time and money the number one objection you keep hearing is,
“Well, this is great but we already have a system in place and this product would require our entire staff to learn a brand-new system and we just don’t have time for that.”
In your mind, you know this objection holds no value because whenever you do sell a customer your product you schedule a time to come in to transfer all their existing data from their old software and train their sales team on how to use your product all in under 2 hours.
So, what do you do?
You get on the offense early!
Instead of getting halfway into the match before your opponent throws up the objection, you step into the ring prepared to identify the problem head on. This strategy will not only put your prospect’s guard down, it will also put you at ease and allow you to focus on delivering a stellar presentation without fear of getting side stepped and hooked in the jaw by your opponent afterwards.
“Thank you for taking the time to speak with me today, I’m excited to show you a demo of our software so you can see how easy it is to use and how much money it will save your business, but before I do I’d like to quickly share something with you.
My customers are always happy once they make the switch to our product, but whenever I meet with someone for the first time I have noticed one thing that tends to come up in the conversation. See, most of the business owners I speak with assume that the process of transitioning to a different CRM software would take too long since their sales team is already used to the program they currently have and most CRM’s are a headache to get the hang of. Add in the install and data transfer time and it makes perfect sense why anyone would object even if the new program did save them money.
While that might be the case with our competitors, it couldn’t be further from the truth with our product!
Because our software is cloud based there’s no download time and it literally takes less than an hour to set up your employee accounts and transfer all the data of your existing clients from your current software. Plus, after the data transformation we spend the rest of our time training your sales team how to use the program and it generally takes less 45 minutes for the average person to figure out how to seamlessly use our product.
I know your time is important to you so I just wanted to make sure I explained that in case at any point during our conversation you may have started to think the same thing.”
You see how that works?
“In sales, a strong offense will not only win the match but when used properly to handle your opponent’s known objections it will serve as your best form of defense too!”
By identifying the number one objection you consistently hear head on you’ve brought your prospect’s guard down and influenced them to be more open to your presentation. Once they see your product and how it works all you’ve got do to is throw the final blow for the win!
There’s a variety of ways you can enter the sales presentation on the offense and based off your own product and objections you’ll develop a style that works best for you.
Just make sure to enter the ring with a winning combination that will eliminate your prospect’s objections before they even get the opportunity to bring them up.
I hope you enjoyed this article, if you did please show me some love by hitting the like and share button as well as leaving a comment.
But before you go close your next deal with this strategy, did you know there are six common objections in sales?
Most sales professionals are completely oblivious to these objections, but knowing what they are and how to overcome them along with using your offense as your defense can dramatically improve your closing ratio this month.
Since I know you wouldn’t be reading this article unless you had a gut-wrenching hunger to win at the highest level I’ve decided to put together a FREE cheat sheet for you that list the six most common objections in sales AND how to overcome them!
Click the link the below to get the secret cheat sheet, my treat to you for being a winner!