One of the root causes of the most common barriers to sales is the desire of your prospects and customers to maintain the status quo.<\/p>\n
Today’s sales thought is about challenging the status quo and changing it.<\/p>\n
The position of maintaing the status quo can be driven by many factors including the fear of change, laziness, not wanting to rock the boat and the comfort of not making changes changes.<\/p>\n
Phrases that can indicate this desire include:<\/p>\n
Be mindful of the negative words that form the base of the objections. They are key to your approach to challenge and change the current situation.<\/p>\n
As always, sales call preparation is important in order to better equip yourself to address the objections. Think about the objectiosn you may face and prepare your responses ahead of time. Tools you can use to do this are your features and benefits, value propositions and the willingness to ask “why not?”<\/p>\n
Persistence will also be necessary to break through. If your products and services will help your prospect or customer to do what they do in a better way, do not abandon the opportunity. Quantify and reinforce the benefits on an ongoing basis and the door has to open at some point.<\/p>\n
When that door does open, you want to be the first in line.<\/p>\n
Good selling,
\nRichard<\/p>\n
Have a question about sales? Contact Sakanashi and Associates Inc.<\/a> and I will respond to you.<\/p>\n","protected":false},"excerpt":{"rendered":"