What’s on that Decision Maker’s Mind?
If you have been in business for more than a week you know the bottom line to be successful in business is to make a sale. In order to do this you need to be able to to have a conversation with the decision maker.
Also, if you have studied anything on sales you know that you must overcome any objections before you can proceed.
One key item that you must learn to overcome while making sales is objections. Although objects, when not addresses, can put a lid on a sale, they can actually be a great thing.
For example, if you keep encountering the same objection, this is something you need to address in your marketing and engagement conversation before you have a sales appointment.
Addressing objections before hand
It is good to have a list of the top three objections for your business and address them before hand.
For example if you sell boats in Maine you know that the winter months will be slow.
So, to sale a boat when the water is frozen, you might want to offer a wonderful discount and delivery in a month when the water is thawed to prevent your buyer from having to store the boat until then.
This will take care of the objection “what am I going to do with a boat in the winter time”.
If you ever wondered what is on a decision makers mind or what objections you may have to encounter?
Here are a few common ones:
- Are the claims about this product accurate?
- How will that affect me and my position?
- Is the problem really big enough?
Knowing before hand what may slow the process will give you the opportunity to address it before it become a sticking point.