Sales Blog for Sales and Sales Management

If you've been in sales training with any reputable training company, at some time you will have the motivation the prospect has to take action, the commitment for a budget of time, money and/or resources to make the problem go away or to make their dream realized.  The normal process now is to agree to make a presentation, answer their questions, and at that time overcome any objections they may have.

Dealing with objections is really important, but dealing with them for the first time at presentation is Wrong! 

The time to eliminate the objections and stalls and to be completely prepared to answer questions is right now!  It is absolutely critical that you find out in advance of your presentation what the objections and stalls will be to making a decision. This is not a complicated step but it may be difficult if your own buying cycle or record collection does not support execution of the step.  Here are the steps to executing this step and making sure you improve your probability of closing the business once you present.

1. Review the motivation to take action and the budget items
2. If you haven't already done so, make sure that the prospect has committed to fixing the problem and to finding a provider for the solution.
3. Transition into the "pre-close step"-  It may sound something like, "I hate to assume things so I'd like to get clarity on our next step.  Can I share with you the process that seems to be mutually acceptable to most people I work with?"
4. Commitment dialog-  "I'll be prepared to come back and present a proposal.  The proposal will meet your expectations in every aspect in terms of objectives and features and benefits.  I'll present a solution within the budget parameters discussed.  And I will be prepared to answer all of your questions.  If I can't deliver on these three items, then I won't need to make a presentation.  When I finish my presentation, I'll need for you to be in a position to do one of two things.  Can I share that with you?" (Assume "yes")  "One thing you could do is tell me 'yes,let's do business.'  The second thing you can do is tell me 'no, let's not do business.'  Either one is ok.  I would prefer that you tell me yes, but no is ok."
5. Identify objections - "What objections do you have to this process?"

This process will not eliminate objections; it will move them up in your sales cycle.  This, in turn, allows you to separate the contenders from the pretenders and present only to those that truly qualify to do business with you.