Sales is a constant struggle to overcome objections and obstacles while still trying to ultimately help the people you’re selling to.
Jumping Over Sales Obstacles
By Erika Desmond on Jul 20, 2015
It’s not easy to convince someone that something is going to help them if they don’t believe you. But if everyone immediately realized the worth of a product, then you wouldn’t need actual salespeople.
Every sales obstacle is like a boulder that you have to jump over to get to your goal. Some are big, some small, and some are hiding a never-ending pit. The trick is knowing which objections are which obstacles.
Here at Cirrus Insight,
we want your sales team to avoid pitfalls and function at peak jumping ability (that’s why we placed Salesforce in your inbox). So let’s take a look at getting over sales obstacles.
Knowing When You Can’t Jump
Before you start leaping, you need to realize your limits. No matter how high you jump, there’s a few rare obstacles where you’ll never make it
. Or you’ll get yourself into more trouble by the attempt aka pitfalls.
For salespeople there’s three obstacles you can’t overcome. First is when the person has no honest use for what you’re selling. For example, our app depends on a client using Salesforce. If they don’t, then we can’t do a thing.
Second is a complete lack of interest. Person simply doesn’t care what you’re selling. Won’t give you any problems you could help solve. Completely disinterested. Could give the product to them for free.
Third is the person who has an interest, but literally can’t pay the lowest possible price for your product. It’s not easy to tell if that’s the situation for sure, but once you’ve discovered they can’t pay for it, you can’t sell to them.
Using Obstacles for Reaching Success
If an objection is anything other than the three we mentioned, good news! You have a chance of helping both you and the client, and their objection will help you do that. No matter how serious the objection, if it doesn’t completely shut down the conversation, you’re doing good. Don’t try and make a quick sale, only try and keep the engaged.
Every time an objection comes up, they reveal what you issue you need to address and solve for the client.
It’s difference between jumping over a boulder blindfolded versus being able to see what you’re up against. The sooner you can figure out exactly what’s holding someone back, then the sooner you can help them move past that objection.
Preparing in Advance for Obstacles
When you’re jumping over a boulder, do you jump from standing still, or take a running start?
You take a running start. If you’re serious about this whole jumping thing you probably even practice jumping at other times. You don’t wait till you’re right up on an obstacle to start preparing for it.
Do you have several objections you commonly run into? Plan ahead how you’ll address them and solve the issues before you even have to face them.
Here’s a few examples to get you started. You can tailor them to your situation.
- Too Expensive-Too pricey for them? Don’t immediately cut the price. Prove to them why it’s worth the value and give examples of how its helped other companies make back their investment and more. Then you can consider negotiating.
- Need to Talk to Boss/Coworker-Don’t just wait for someone else to sell your product for you. Bring any other decision makers into the full conversation with you.
- Bad Timing-Maybe they don’t have the budge right now, or are busy with a big project. Before letting them (and checking back later), see if there’s any way you can help in the short term. Could your product make a difference in that bad project? Tell them.
Good luck jumping over these and other sales obstacles. You’ll be reaching the skies in no time.