Ok, I'm writing this in the sincere hopes that all salespeople, will simply get into their heads that objections are going to happen, and not to shy away from them. Look, when a salesperson gets the deer caught in the headlight look, or a look of panic, the customer senses it immediately and gets ready to feast on the salesperson.
I really am getting concerned, for the benefit and well being of salespeople. If all anyone knows how to do is to drop the price of a deal in order to get a sale, you are not a salesperson. You are an order taker. You are literally taking orders from a client who could care less that you need to support yourself and your family.
Look at it this way...
Do you think that this customer would allow their employer to eviscerate their compensation they use to take care of their family. Hell no!
Then why do salespeople allow this to be done to them?
If your product is priced fairly and you are not trying to "stick it" to someone, be proud of your price.
Why are you allowing yourself to be walked upon?
It makes no sense.
I can guarantee you that if you are married,
your spouse isn't excited seeing your microscopic check.
They are wondering, either quietly to themselves, or out loud,
"WHAT AM I SUPPOSED TO DO WITH THIS COMMISSION CHECK?
You know what, it's time you found a real job."
To be fair, I struggled with this in my early sales days as well.
It wasn't until I got sick and tired of barely making it,
that I decided to change.
I had no choice, it was either, get better or get gone.
I couldn't continue on the way I was going. Notice the word DECIDED.
I had to decide that studying my craft was the only way I could do it.
You know something... we all have the same amount of time each day.
I get 24 hours, you get 24 hours,
time is the one great equalizer.
There is not one person on the face of the earth who gets one minute less or one minute more in a day. We are are all equal.
From the richest to the poorest of us, it is the same.
What we decide to do with it, is the great separator.
For me I had to decide that maybe turning off the T.V. to study, was more important than watching some stupid show with a star who wouldn't give me the time of day if I passed them on the street. I had to decide that maybe hanging out with my friends HAVIN' A BEER, wasn't as important as I thought it was. That maybe that time could be better used to sharpen my skillset, since my friends didn't pay my bills.
I had to MAKE TIME.
You know what, it wasn't hard.
What was hard at first, was sticking to it,
then it became part of my daily routine.
So you want to know how I did it
I had to make overcoming objections fun,
so I'm going to share with you how I did it.
Picture this, you know those pre-fight boxing hype men,
you know the guys, they sound just like this...
"AAAAAAWWWWWW YEAHHHHHHH!!!!
Ladies and Gentlemen you know what time it is?
I said DO YOU KNOW WHAT TIME IT IS?
It's time for the main event of the evening.
In this corner we have Mike Customer,
known only as the SALESPERSON KILLA'.
This man has successfully chewed up and spit out,
the last 3 unprepared commission breath salespeople,
who could not defend the pencil.
The last 3 salespeople he faced off with, had to run to get a T.O. from their managers, who also are so weak, they couldn't handle the objection.
All 3 salespeople couldn't maintain gross, so they dropped their pants in order to get the sale, and now all 3 have really ticked off spouses.
Their commission checks were so small,
they asked the kid who cuts their lawn to cash it for them.
This steely eyed man, took all 3 salespeople and managers down with ease.
Now in this corner we have the man,
who is known as the Bear.
His impressive RECORD speaks for itself.
In his last 12 appointments, he has successfully defended the pencil. He doesn't run to his managers for T.O's, he practices his craft diligently, and his unwavering steadfast confidence, simply cannot be denied.
This BEAST OF A MASTER CLOSER, with nerves of steel, has racked up an staggering record of 10 sales out of his last 12 appointments. Every single one of his customers has purchased at full list, and are thrilled they have done business with the Bear. He has also been given 5 referrals from these clients, they too have purchased from him.
Ladies and Gentlemen, let's get it on....
I would then practice the rebuttal to the objection, over and over and over and over and over,
you get the point.
Does this sound crazy? Personally, I don't care.
I painted a picture for myself
that I am the best there is,
and there was no objection
I couldn't overcome.
We all need something that gets us going. This worked for me.
I would picture this fun exchange in my head prior to practicing.
I don't care what you do to get yourself hyped up to learn,
whatever you need to do to get yourself fired up, FREAKIN' do it.
Get it done, your sales life depends upon it.
Remember this, if someone did something to your family that put them in SERIOUS DANGER, how would you respond to this person?
Would you not confront this person for the danger they just caused?
If you are not willing to study
to make yourself a better salesperson,
the person who is placing your family in immense danger
IS YOU.
It's time to hunker down, and to get serious about your training.
If practice is important enough for a professional athlete,
it's just as important to you as a professional salesperson,
SO GET IT DONE.
Da Bear