The three kinds of obstacles most sales professionals run into revolve around value, authority and cost. Author Lisa McLeod explains the importance of reset, recover, and reenergize after experiencing sales obstacles.
- You've named and claimed your purpose.…You're there do improve life for your customers.…You're disciplined.…You're done a great pre-call plan.…You've opened your calls well.…You've asked the right questions.…But you still don't close the deal.…The reality in sales is that there's…always going to be obstacles.…Obstacles tend to fall into one of three categories.…Number one, I don't see the value.…Number two, I don't have the authority.…Or number three, I'm not willing to pay for it.…
So let's unpack these one by one.…The first one, when a customer doesn't see the value.…What they're telling you is that you haven't…demonstrated a case.…Now one of the things that happens…when the sales people hear this obstacle…is they tend to get defensive.…But wait, but wait, but let me tell you more…about our features.…Oh, you didn't agree?…Let me say it again louder with more enthusiasm.…That never works.…If your customer is telling you…I don't see the value in this.…What that's telling you, the sales person,…is you have more selling to do.…
In this course, Lisa outlines key techniques to find and leverage your "noble purpose" and connect with customers on a deeper level. Learn the three key elements of a great call opening, when and when not to use a pitch deck, and the secrets to creating a sales process that can flex with different customer types. Last, she provides advice to develop yourself professionally, such as how to talk to senior leaders and position yourself as a strategy partner instead of a pitchman, when and how to take your boss on a sales call, and how to network effectively. Use these tips to close bigger, close faster, and make your work more meaningful.
- Name three questions you should answer when crafting your noble purpose.
- Identify the first action you should take in a new sales job.
- Recall three pieces of information that should be included in a “win” email to the boss.
- Recognize the biggest challenge for salespeople.
- Determine what needs to be included in a pitch deck.
- List two reasons why a sales cycle may be longer than usual.