Selling Solutions: Oh NO!

Serving the needs for Agriculture, Associations and Corporations

Michele Payn-Knoper, Professional Speaker

Selling Solutions: Oh NO!
Michele Payn-Knoper, Professional Speaker & Marketing Consultant

The worst thing that could possibly happen to a salesperson just happened to you…your big prospect said NO! Your major fear came true...now what are you going to do? First, get over it - "no" probably didn't cause you any physical pain unless you had the door slammed in your face (and if that did happen, I suggest an interpersonal communications class). It simply means that you didn't connect with their hot buttons.

Secondly, learn to deal with objections – they’re a natural part of the sales process. Some thoughts on graciously handling objections:

Let them know you'd like to better understand.

Re-state the objection to make sure you heard it correctly.

Ask questions that drill down to the real issue. The stated objection may not be it!

Provide facts or experiences with your product to back up your claims if necessary.

Refer back to the problem they identified and reiterate your solution.

Get creative with timelines, financing terms, or finding peer testimonials.

Confirm you have overcome the objection and make “the ask” again.

Face it; objections are a realistic part of selling today. The best salespeople view most objections as opportunities to prove themselves. As Tiger Woods says, “I smile at obstacles. My will moves mountains. I will do it with all my heart.”

Smile at your obstacles in selling and have the will to overcome them to help your customer! Just remember to keep your cool and continue asking questions. 'No' won't kill you or cause you physical pain. Establishing rapport, creating interest, identifying needs, offering solutions, and motivating your customers were the first five steps. See next month’s column for the final step.

"Selling Solutions" is a sales process recommended by professional speaker and consultant, Michele Payn-Knoper. This series will be continued in upcoming issues or you can go to www.mpk.info to learn more. Receive her free monthly "Connections" e-newsletter filled with lively commentary on championing agriculture and sales advice by e-mailing newsletter@mpk.info.