I don't want to get locked into a contract for that long

Ohhhhh Man, this is a good one.

I hear this one on a regular basis nowadays. As a matter of fact, one of my friends, who happens to be a sales manager in the Solar Sales industry, told me that his guys keep running up against this.  

I told him that I would figure out something to aid 

in overcoming this objection.

It actually is something that I run across myself, so adjusting a few words to make it work for him, was somewhat easy.

Remember when this objection gets thrown at you, typically what I have found is that the salesperson has not done a good enough job explaining the process, and most importantly the benefits, with professional and surgical precision.  

Usually, it is just a lack luster performance, 

one that is definitely NOT WORTH PAYING FOR.

If you for example are in the Solar Sales field, 

do you actually know what the benefits are? 

Do you know who is the largest purchaser of Solar in the world? 

Do you truly know that if someone finances the Solar Array,

it is going to take several years before the customer actually 

is going to see some financial benefits?

Look if these are things are not automatically woven into your presentation,

I can GUARANDAMNWELL TELL YOU, they are going to come up.  

That time is normally when you are going to attempt to have the customer sign the agreement.  

If you have not surgically placed this beforehand into your presentation, 

you might as well just tip your hat, pack up your shit, and leave.  

Cuz, you ain't sellin' shit today.  

Then you can go home and cry to your spouse, that the leads suck.  

TRUST ME, THEY ARE TIRED OF HEARING YOUR EXCUSES. 

So it's time to SOLDIER UP,

become a pro, 

and quit being an amateur.

So do you want to know how I helped them out?

Yeah, thought you might!

Blame it on the customer if you want to, but it's your fault they didn't buy

Oh, the age old salesperson's justification as to why the customer didn't buy from you.  It is the customer's fault.  Let's blame it on them. 

Sure blame it on them if you want to, 

but did that do your commission check any good?  

If I had a dollar for every time that I have heard a salesperson do this, 

I think I could pay off the country's national debt.

I want you to remember this phrase...

"EXCUSES ALWAYS SOUND BEST

 TO THE PERSON WHO IS MAKING THEM UP."

Or this one I have mentioned in the past right from Benjamin Franklin...

"HE THAT IS GOOD FOR EXCUSES 

IS SELDOM GOOD FOR ANYTHING ELSE."

Why then do we as salespeople consistently blame our inability 

to close a sale on everything but ourselves?  

The reason is simple, 

because it is easy and convenient to do. 

At the drop of a hat we want to change the focus away from ourselves, and to blame it on something other than us being prepared to do our job.

THAT'S IT. IT'S THAT SIMPLE

Are you willing to make the sacrifice to become a Master Objection Handler or not.

 

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

Yeah, I thought you might...