How often do you make the difference?

Quote:

Originally Posted by Gold Calling

In case you have not guessed, I too am a renowned trainer. I have spoken to more than 10,000 sales people in my career, though I always did it part time.

No, I had not guessed that.

I taught Carnegie, too---in the U.S.

One of the primary tenets was to "show a sincere interest in other people." I haven't had contact with the organization in several years, but I think they probably still teach that.

Showing a sincere interest, to me, means listening to what another has to say. MitchM has stated his success in his field on this forum, disclosing some income plateaus he has reached. If you listened to what he said, and did a little research, you'll find that those put him in the top 1% earnings category in his field. For some reason, you seem to want to relegate him to a category that would challenge the honesty of his posts. I know you have said you are ending your participation in the discussion, but I am sorry you weren't inclined to share your skepticizm about MitchM's claims, which apparently prompted you to suggest that you have a better way for him.

I'll go on record as saying that Top 1% in any given field is enviable. I simply have no problem with another person's success, anymore than I have a problem with another person's inexperience.

I hope you knock 'em dead out there today.

Not to de-rail the thread but there are actually 3 types of objections: 1. misunderstandings; 2. drawbacks; and, 3. conditions.

For a SR who is comfortable with product/industry knowledge, misunderstandings are generally easily handled.

Drawbacks can be perceived or real so it is critically important to identify where the customer stands on the topic. It is generally a function of the product/service failing to provide a benefit which the customer finds important or the customer simply doesn't like something about you, the product/service or your company!

Conditions are generally VERY difficult to overcome as these are (if true) usually not resolvable.

Good luck & Good selling!
Pat

Quote:

Originally Posted by Joe Closer

If you listened to what he said, and did a little research, you'll find that those put him in the top 1% earnings category in his field. For some reason, you seem to want to relegate him to a category that would challenge the honesty of his posts. I know you have said you are ending your participation in the discussion, but I am sorry you weren't inclined to share your skepticizm about MitchM's claims, which apparently prompted you to suggest that you have a better way for him.

Nobody was challenging the honesty of MitchM's posts or sharing skepticizm about MitchM's claims as far as I could tell.

Hey OutSource, well done. Good that you brought that up.

It could be argued that a CONDITION is not an objection but just that, a condition, which is basically why you cannot do business.

For instance; you make a sales call and discover the business owner just made a huge investment, therefore has no money to invest in mutual funds. Put this way you see there is no sales skill that can deal with a condition, that is why it is not categorized as an objection by Xerox in PSS .

Furthermore, a true drawback, unlike a Perceived Drawback, is also a condition. Again, this is Xerox Training and Research I am quoting, not an opinion. If you product/service does not meet the needs of the prospect that is a reason why you cannot do business, the definition of a condition in their program.

However, regardless of what titles and labels we stick on these things you are absolutely correct in what you are saying OutSource. I for one do not care what is it called, as long as sales people understand it, can recognize it and know what to do to deal when faced with any other these situations.

Indifference is the toughest attitude, since a condition, which could be a drawback, is basically not the display of an attitude at all, rather a reason why not.

With Indifference the prospect just does not care one way or another. There are no hot buttons. And, while it is possible to get a conversion from an indifferent prospect, it is extremely difficult. When you run into a conditions, that is basically impossible to deal with (rather than difficult).

Thanks Pat.

Markus, I am not displaying Skepticism in regards to what Mitch posted. Nor have I indicated that I do not believe he is a producer (which I would have done to be skeptical), please let's not make this personal.

This forum is about SALES PRACTICE, is it not? And I've gone on record as saying that there certainly are ways to deal with objections effectively, get the order in some cases and certainly get repeat orders from those same clients - who were not going to do business with us if we did not know how to deal with an OBJECTION.

This is what I have said. It was only directed at Mitch because he stated he does not sell that way, that is all.

The title of this thread was never dealt with by anyone, except I believe the first reply.

And, I am sure you'll agree, wanting to take a couple of days off of looking at a forum about sales to actually accomplish making some sales is far from not contributing any longer.

See you in two days. Happy hunting.

Unless the gray hair is missing something, I am quoting from PSS when I say 3 types of objections ...

"Conditions" are included in this section because they fit and must be addressed. If you're following PSS, you'll see that there are approaches discussed for handling each type of objection and conditions are definitely included.

As an illustation, never re-phrase a condition. From your example, "...so if I understand you correctly, you've got your capital tied up in a recent investment ..."

Good luck & Good selling!
Pat

Gold, I think you're mixing a few topics: objection handling and customer attitudes.

PSS portrayed four basic customer attitudes: 1. acceptance; 2. skepticisim; 3. indifference; and, objection.

The 4th topic (objection) is what we were previously discussing (misunderstandings, drawbacks, and conditions).

Good luck & Good selling!
Pat

As an amateur in the sales business, I'm fascinated by the idea of hot or no [indifferent] buttons. Are these buttons buttons we are supposed to find to push or uncover?

I've heard people talk about pressing in on a hot button like a dentist touching a nerve - make it hurt then offer a solution. Once upon I tried that kind of manipulation and found it something I didn't like doing so I quit doing it. Maybe there's another interpretation of it, though.

BUT GC - I don't consider either a perceived drawback or indifference to be of any concern of mine initially - apparently you do but correct me if I'm wrong.

When Ken says: Yes, I want that but I've got a couple of questions. AND I ask: what will you do if I answer those questions to your satisfaction? AND Ken says: I'll buy it! THEN we have a conversations and any perceived drawbacks will be answered in our conversation.

BUT if you mean that when Ken says: NO, I don't want that. I continue to look for hot buttons or uncover perceived drawbacks or turn indifference into at least 25 watts I don't go there as the cliche goes. I exit.

BUT I may be wrong - you may mean something I'm missing here.

MitchM

Quote:

Originally Posted by Gold Calling

Markus, I am not displaying Skepticism in regards to what Mitch posted. Nor have I indicated that I do not believe he is a producer (which I would have done to be skeptical), please let's not make this personal.

This forum is about SALES PRACTICE, is it not? And I've gone on record as saying that there certainly are ways to deal with objections effectively, get the order in some cases and certainly get repeat orders from those same clients - who were not going to do business with us if we did not know how to deal with an OBJECTION.

This is what I have said. It was only directed at Mitch because he stated he does not sell that way, that is all.

The title of this thread was never dealt with by anyone, except I believe the first reply.

And, I am sure you'll agree, wanting to take a couple of days off of looking at a forum about sales to actually accomplish making some sales is far from not contributing any longer.

See you in two days. Happy hunting.

I'm with you on all those points GC.

Mitch; he phrase HOT BUTTON is the same, though I personally agree with Xerox's choice and say less affective way of describing the same thing ... NEED (Xerox) or PAIN POINTS (is it Sandler?), the latter sometimes just referred to as PAIN.

If you use the term NEEDS then it is easier to see that we are not manipulating. And, in most sales situations it is not personal, so the PAIN that is referred to in sales training seminars is just a term, not a real feeling (though sometime it is and we can help them with it). Going further about what these three ways of describing the same thing are is merely a discussion of semantics, except I could argue why prefer the use of NEEDS.

You are already looking for a need, per what you have stated.

OUTSOURCE - I am not mixing anything at all. I was quoting Xerox training, the company that did the largest research into sales skills in history. They define an OBJECTION as one of four attitudes; Acceptance, Objection, Indifference and Skepticism.

I can restate a condition as you mentioned "So if I understand you correctly you've got your capital tied up in your recent business investment and therefore cannot look at investing outside your business" just to make sure I understood correctly that I cannot sell to him, to make sure I am not leaving an opportunity on the table but, if the answer is yes, how have I dealt with the condition?

The last question was meant to be rhetorical.

Anyway, regardless of what we call them they remain what they are. Clearly you have an excellent understanding of sales skills Outsource.

How often do you make the difference?

Sales Resistance Forum