By: Ciarra Wagner, GreatAmerica – Selling is an art form – not in the stereotypical sense, rather in the manner in which you are able to simultaneously establish trust, offer a recommendation, and close the sale. In the early stages, as the technology solution provider, your objective is to identify the weak points and areas of opportunity when it comes to the prospect who’s either come to you or you’ve identified yourself. By the time you reach the stage of closing, the last thing you want is reluctance to proceed.
However, objections can come up at any stage of the sales process, and should be welcomed as they are an opportunity to provide even further information about the solution. When an objection comes up, it is your responsibility to respond with probing questions in effort to fully understand where the prospect is coming from and why. This will not only prolong the prospect’s engagement and increase the odds of overcoming the resistance, but this will build trust between you and the prospect. As Alex Rogers of CharTec says repeatedly during Sales Simplicity Seminar trainings, “Hope is not a strategy.” You cannot hope to overcome that which you do not understand.