I have one of the toughest crowds to sell to!
At the decision making level, you have many who feel . . .
1) That sales training is a waste of time and money
2) That most sales trainers are displaced sales people. You know, the old, “Those who can, do; those who can’t, teach”
The people I sell to, can be a tad cynical to say the least.
Here are a few things I do when it comes to selling a cynic.
1) I Make A Decision, Real Early, If This Is A Person, And A Company, Worth Pursuing! Sometimes our need to win overshadows the fact that some things are worth losing. Call me arrogant, but I see it this way;
Your prospect judges you and you had better judge back
When you believe in your company, your product, the service you provide and YOURSELF, it’s easy to do and if you do it the right way, it comes across as a quiet confidence.
2) Understand That Questions Can Be The Answer. There are many sales reps who only have a surface understanding of the power of good questions. They think a good question gets them the info they need and meanwhile, good questions can;
- Help you to REALLY understand why they feel the way they do.
- Bring a painful user experience (or the experience in not using your type of widget) the surface.
- Lead them on a path to self discovery instead of you having to sell them. A cynic doesn’t want to be sold, they need to buy!
- Demonstrate your expertise and create credibility that can instill confidence.
- Keep you in control of the discussion and allow you to take the discussion to places that are the most productive.
3) Be Able To Answer This Question “Who says so besides you?” Here are a few forms of evidence that can address that question, head on . . .
- Testimonials
- Facts
- Statistics
- Case Studies
4) Sell Yourself! I advise all my coaching clients to include their bio in a pre appointment package as well as in the proposal they submit. All the bells, whistles, features and benefits mean nothing if they don’t see YOU as competent!
So there you have it, 4 things you can do, to have an easier time with a difficult buyer.
Your turn . . .
What do you do to put a cynic at ease?
Did you like these ideas today?
We’re going to be diving much deeper into the topic on October 22nd during our How To Win The Deal With IMPACT webinar.
Click on the banner below to learn more.
