This has to be the single biggest problem any sales person has. Stop Talking! Most of the sales training I have seen lately seems to focus on “overcoming objections”, “how to handle difficult customers” and “How to close sales”.
The reality is most sales people yap, and they yap too much. Just think for one moment, if you ask the right questions you will not get objections. Now wouldn’t that be good?
What “No Objections”? If you think that is impossible in sales well think again. Most sales are lost simple because the salesperson is too tied up with their product or service and just do not think about what their customer needs and requirements are. The cartoon above says it all.Continue reading