HTSS107 - How you create objections in sales calls and lose deals- Scott Sylvan Bell

How you create objections in sales calls and lose deals 

There are things that you do in your sales presentation that cause you problems. You have to own your sales process and know that you can cause serious issues. You have the ability to create your own objections and you do, just like anyone else does. In a majority of the time you are the problem and not the buyer.

Its not a sales call it’s a performance and you have to understand how this helps you be a closer in sales. You have to take what you do seriously and it takes work and effort to be consistent.  

The 12 ways you create objections in sales

1. Not believing in your product or service

If you are selling a good or service your buyer knows when you are not into it. Your vocal pitch and tone is wrong as well as your presence. The buyer may or may not come out and say they don’t believe you or they may give a weak objection

2. Old school sales

Always be closing creates problems for you in your sales presentation. There is a form of neediness with constant check ins and questions. There are times to do this but not over and over again. Your ability to close sales comes from you being confident in your sales process.

3. Not being prepared for the presentation

How you prepare is how you sell. If you are not serious about giving a presentation you will forget necessary items you need to close deals. This means you have the presentation, the paperwork and you are on time to the meeting.

4. No set or real presentation

Buddy selling is one of the ways that a weak presentation can be used. This is a fly by the seat of your pants type of interaction. No real consistency is used. As salespeople struggle they ditch the structure and go for speed. This nets discounting severely or price matching to get the deal done.

Your presentation can have a set structure something like this:

• Rapport
• Discovery
• Presentation
• Close
• Objections

5. What you say in the presentation matters

You will talk around your greatest fears. This means if you are scared of an objection you will talk yourself into the problem. As salespeople have fears they present to them and end up talking the buyer into the fear.  

6. Not listening to the buyer or talking over the buyer

As you struggle you will try to speed through the presentation. If you over talk or do not listen to your buyer it will lead to contempt or anger. There are common actions struggling salespeople take and this is one out of impatience.  

7. Not dealing with concerns as they come up

When you buyer has objections you do need to deal with them as they come up. Most salespeople hold back and then are walloped at the end of the presentation from their buyer. You deal with the problems as they arise and it does help take the wind out of your buyers sails.

8. Talking about yourself too much

There is a certain amount of masculinity about the sales process. Some salespeople talk too much about themselves and say things like “I am the greatest salesperson ever” they get caught up in their own legend. You will want to pay attention to how often you talk about yourself and how big your stories are.

9. Being scared to ask for the higher dollar option

If you are struggling you may go to the low dollar option to get a quick sale under your belt. Your ability to be a closer in sales means you look for the right option for your client and present that as the solution. Your ability to close sales happens when you present the right option even if it is more of an investment.                                                           

10. Too many options to choose form

You can create confusion in your sales presentation with your buyer. You may think that giving all sorts of options is the right thing to do so you can close the deal. When you present options 3 is the magical numbers for the offer. Anything more will cause you issues and problems.  

11. Selling the item that gets the highest commission

Some salespeople only sell and item that pays the highest commission. They don’t know how to present the idea of buying because they get caught up in how they are going to get paid.  If the needs are not there for the buyer you can cause issues by selling the most expensive item for no reason.

12. Not giving direction and asking for the sale

In sales one of the things you must absolutely do is ask for the sale or the purchase. Plenty of presentations end without a purchased being asked for. You have to give specific directions as well as asking the buyer for their business.

Your ability to close sales consistently happens when you know why deals are made and why they are lost. You can learn how to sell more over time with the right instruction.

Scott Sylvan Bell

@Scottsbell

#sales #closer #success #Podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California