The sales process is much like a walking path. There are signs informing you of sales objections just ahead. How you handle your behaviors before reaching those potential barriers to your sales success is up to you.
If the first phase of the sales process is marketing, then probably your first warning sign is “You.” Your potential sales lead does not know you enough and therefore does not trust you to warrant even talking to you less along considering your solution. This is not the time to speed up, but rather slow down.
Your next warning sign is “Your Company.” Does your company have the credibility to warrant further discussion?
The third sales objections warning sign is “Your Solution.” How does your solution fit the sales lead’s wants and needs? This begins the second phase of the sales process – selling.
Next is sign is “Price.” Now some believe price is the first sign, but they are in error. What has happened is they walked too fast and ignored the first three sales objections signs. Within price, there also exists this known fact.
People want excellent quality, good price and fast delivery. Usually they can only get two of these three “wants.” What they are willing to give up is price before quality and delivery.
The fifth and final warning sign is “Delivery.” Can you deliver your solution within the sales lead’s time frame?
Unfortunately, many sales experts have complicated the simplicity of the sales process. With multiple decision makers, you must address all five sales objections.
However for over 97% of the U.S. businesses with 20 or fewer employees, selling is fairly simple. These sales are not complex, multi-billion dollar opportunities. No, they are fairly simple and can generate sales success provided the sales leads are their ideal customers and the salespeople understand these five basic sales objections.
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Leanne Hoagland-Smith is THE People and Process Problem Solver for leaders who desire a Forward Thinking Sales Culture. She supports executive leadership in bridging the sales culture gap of people and processes that restricts SMB sales results. If you want to increase sales, then call Leanne at 219.508.2859 central time USA to solve your disengaged employees and ultimately your disengaged sales culture as well as improve your own sales results. Follow her on Twitter or check out her profile on LinkedIn.