Thoughtful Thursdays – Don’t be in such a hurry…
… and you will probably arrive faster and happier.
Usually associated with, but certainly not limited to rookie sales people is the quick draw reaction to an objection. This is where hard work can go down the drain in the blink of an eye. Ready, shoot, aim is another way describing it.
The consequence is getting little or nothing in return for giving something up. That something that is frequently price. It is often the fear of losing an order that contributes to this reaction.
Pre-call preparation is a good way to prevent this from happening. Specifically, anticipating objections and preparing responses. Confidence in your ability to move the sales process forward or close the sale develops naturally when you are prepared.
Getting the order may appear to be more fun than having to work to get it. The difference is that it is not nearly as rewarding or profitable.
When you encounter an objection, take time to digest the information before responding. Respond, don’t react.
Good selling,
Richard
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