If there’s one thing that’s guaranteed to knock a salesperson’s confidence, it’s hearing a prospect suggest that they don’t believe what they’re being told… Lack of Belief. A pretty serious problem. If left too long, it can erode trust and in the worse case scenario, result in a full relationship breakdown. Not so great if your biggest competitor is waiting in the wings to woo your would-be client…
So how do you stop prospects losing that loving feeling?
The biggest cause of client scepticism is the salesperson’s own lack of faith. Be it in themselves, the product or service, and/or how well it meets the prospect’s requirements.
The truth is that, whatever you’re selling, the first person you need to convince is yourself. If you haven't bought into the offer 100% and you aren’t totally sure of your ability to sell it - how can you expect to persuade others of its value?
We all have moments of doubt and, in my opinion, the best way to overcome these is to ask yourself the following questions pre-pitch:
- Why is this a good proposition for my prospect?
- Why will this prospect agree with my proposals?
- Why am I feeling enthusiastic about this sales opportunity?
Use the next team meeting as an opportunity to discuss these three questions and to spot any obvious gaps in your salespeoples' responses. Do they have a lack of belief? Working on these together won’t simply alleviate any doubts they might harbour, but it could turn their next loss into a win!
Put learning into action with the eLearning module ‘Types of Objections’.
By Lorna Leck, Managing Director, Sales Activator. Sales Activator offers a complete learning and development journey and The Sales Activator Toolkit covers every aspect of consultative selling and sales through service, so there’s no need to seek additional training. Find out about courses offered by Sales Activator.