How To Make Sure Your Salespeople Don’t Get Trapped! {Webinar 11/30/06}
By Brooks Group on 01 Dec 2006 at 07:00 am
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Superb presentation - very apt, and very much needed in today’s ultra competetive market place.
Getting trapped is something I hadn’t even considered.
Is it possible to add a pause/play button to your video blogs?
Les,
Glad you are able to gain a perspective from this webinar. Also, there is a pause and stop button next to the play button on the bottom of the video. It is transparent until your mouse rolls over the file.
Andy
Great info… I love to visit this web site for GREAT sales info! I am going to forward this post to everyone I know! This is RIGHT ON the money!
William Woodard
http://www.salesattitude.com
Hi Bill
I would like to add one more sales trap: the prospect gets the sales
person to make presentation “too early” in sales cycle. That is sales
person does not fully understand problem of the prospect and the prospect controls meeting and gets sales person to go into a presentation.
your counter strategy?
Alan
1)Strategic – Need a sales platform that predicts this.
2)Salesperson must stop presentation and say “There’s a little more here than meets the eye. Do you mind if I ask you a few questions to make sure I’m on target?”
Bill,
This is the first Web Seminar I’ve sit in on, and I was impressed. I
think it was done very well and Rick seemed to compliment you and what you were trying to present. How do you train a person to get better at asking the right questions? I’m talking about something other than the generic or taylored questions in the Probe Step. Have you ever thought of having a rapid fire simulator to ask questions and evaluate how fast and effective the returned answers were. This my friend would be priceless to preventing salespeople from falling into the TRAP. Feel free to use the idea, just remember the Chief! It was good seeing you again, even if it was on screen. I hope you are doing well!
GOD Speed.
Chief,
Thanks for your kind email. The problem is that it would be extremely tough to incorporate enough answers – thousands of possibilities. However, great idea! I’ll pursue.
1- can you clarify points 6 and 2 again for question 2 i’m always worry from being rejected as my technical knowledge isn’t enough or the customer knows more about me
2- where can i get a summary fo this presentation as i had bad internet conncetion (although it is dsl) i heard the lecture in chunks basis
Mahmoud
Question #2: The real issue is likely not rejection. It is usually the embarrassment of the rejection. Don’t worry about the embarrassment! For example, tell the prospect that you don’t have the answers and you’ll get it and that you’re glad that he/she brought it up.
Question #6: “Tough people” are those who are “tough minded.” They face adversity, are relentless and totally committed. Admittedly, that’s a rougher thing to find.
The presentation is up and running on our blog.
Can you give me some examples of how to handle a competitor who has badmouthed your support?
Kristen-
It’s not unusual for untruths about us to surface in the marketplace. Here are some of the most common*.
“They are overpriced”
“They under service”
“They are being sold”
“Their product is failing”
Have you heard any of them? If so, remember that whatever comes over the grapevine is usually sour grapes! Would you allow me to correct the issue(s)?
*Only if you know that you have been badmouthed – don’t bring up negative on your own.
How do you overcome the comment your price is almost
twice as much as your competitor! After you have demoed product to show how your product is superior to the competition!
Ed-
You must be able to convince the prospect that your product is a value at twice the price. You also must be able to construct a “bundle of benefits” that substantiate the price, quality, service, delivery, etc.
I would like to thank you for setting up this webinar - it was very resourceful. But, overall, I get the feeling that answering a question with a question ALL THE TIME makes you sound like a “used car salesman” and that it doesn’t go over well when you are selling a professional service/product.
I’ve had some of my sales people use this strategy before and have found it to blow up in their face more often than not, so I do not suggest this approach as a common solution.
Why do you think it is really the best way to sell?
Katie-
Of course, anything done too much can be seen as badgering the prospect. Also, a lot of success is not what you say…but how you say it. For example, instead of just asking the question it might be valuable to say, for example, “I can understand your concern…but let me ask you this….” Or, another example, “Why do you ask that” or “I’ll certainly deal with that, however, do you mind if I ask you a question about…?”
Hope this helps – there are not 100% ironclad strategies. However, not raising a seed of doubt is always good.
Thank you for the webinar. Did I miss the counter-strategy to #6?
Steve-
Please email and explain your question. I’m not sure what you mean. I guarantee an answer if you do that. For example, I don’t know which #6 you’re referring to.
Dear Sir,
I am a new sales Engineer and I want to improve my salling skills
So I want to know the best school for sales skills training in U.K
Best Regards
Raja-
Unfortunately, I am not familiar with sales training in the UK to the degree that I would trust my own recommendation.
can I get a copy of the interview, I thought it was RIGHT ON!!! I would love to show my sales people!!
Jennifer-
You can view on a replay as often and whenever you’d like. Simply go to our blog.
#5 refers to speaking to the wrong person, do you feel it is appropriate to ask this person “would you mind introducing me to the decision maker regarding this product?”.
Thanks,
Jason
Jason-
You definitely need to get to the right person. The best way to do that is to show the first person how they stand to gain, look good, etc. by helping you do so. You may also want them to be included in the sales presentation – particularly if it is to their advantage to be involved in the purchase outcome.