Here are some comments from Bergan partner Lee Roberts:
“We always start customer meetings now with the same question: What’s changed since the last time we spoke? In many cases, if there is an objection it surfaces right away. The same applies to stalls.
“If we get a stall or objection,” Roberts continues, “it usually arises because a competitor has told the client that they don’t need a certain product we offer. In reality, the competitor wants to create billable CPA hours rather than provide automation that will avoid billable hours. When this happens, we use Action Selling methodology to neutralize it. We go to Act 3 and ‘Ask the Best Questions’ to help us and the client understand the consequences of not solving the problem. We use leverage questions to turn up the heat on the issue so the client is even more motivated to implement our recommendation.”
For information about how to make sales training pay huge dividends, contact Action Selling at (800) 232-3485.
Want a more in-depth look at the best ways to handle stalls and objections? Download our new White Paper. Objection! Is This the Salesperson’s Weakest Skill?
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).