Sunday, August 18, 2013

Objections Sales Workshop Highlights - Part 1

Discussing objections is typically a popular topic among sales reps and managers, and that proved true at the Erie Sales Club workshop held on Aug. 14 at the offices of Jameson Publishing. A group of nearly 30 professionals from the local area participated in the 90-minute workshop which featured expert panelists Jay Fritzke of Employee Insights, Dan "The Real Estate Man" Omniewski of Marsha Marsh Real Estate, and Derek Van Slyke of Jameson Publishing.

Here are 5 key points of advice from the workshop. We'll post more in the near future -- there was a ton of excellent conversation at the workshop we'd like to share with you.

1. Many salespeople struggle because they are trying to overcome multiple objections that are actually a lack of perceived value. If you're getting price/value objections, don't accept that as the real reason the sale can't move forward. Evaluate if you've really done your best at uncovering needs and aligning value.

2. Ask the customer for help identifying the value they see in your solution vs. others. If your "stack" of value isn't bigger, you don't deserve the prospect's money.

3. To appropriately understand the prospect and their objections, have present a group of questions that will help you uncover this information. Take notes so you can review where your solution aligns with their needs (and where it doesn't). Also be sure to share information about yourself and your solution so the prospect can help you align your value with their needs.

4. "It's always about the price and it's never about the price." If you can solve their problem, they will buy from you. But first you need to know the problem.

5. When you receive a price objection, don't race to defend your value. Ask the prospect, "Why do you think people pay us more for our solution?" This will test how well the prospect understands your value proposition. Ask this question, and you'll be surprised at the answers you receive.

The Erie Sales Club is a joint effort of four leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, VertMarkets, and Howland Peterson Consulting.