HTSS38 - Objections in sales and answers to them - Scott Sylvan Bell

<p style="text-align:center;">Why salespeople don’t understand objections</p> <p>Most sales trainers don’t understand how people make decisions. If you don’t know how people make decisions how can you really deal with objections or even teach how to sell. One of the problems is sales skills and knowledge are passed down from trainer to salesperson. The tough problem is most sales hasn’t changed much since 1940. Sales training has been recycled over and over again.</p> <p>The History of sales training </p> <p>Most sales training started in the 1940’s after WWII. There were cultural shifts that allowed for the sales processes taught to work back then. As buyers have become more savvy these old school sales tactics are losing power. Most sales techniques and closing sequencing are made fun of now.</p> <p>The viscous circle of sales training </p> <p>Most sales training today is a viscous circle that follows this pattern:</p> <ul><li>Discovery</li> <li>Presentation</li> <li>Hard sell</li> <li>Objection</li> <li>Discount / price match</li> </ul> <p>What makes this worse is most sales trainers teach salespeople just keep talking and over talk the buyer. Your key to closing deals always will come down to using emotions in the sales process and asking the right questions.</p> <p>The Nervous Energy Problem </p> <p>Most salespeople do not understand nervous energy and because of the way they are taught they chase after objections that are not there. What was one objection has now lead to 2 objections.  Nervous energy is seen as the objection and it is chased or tackled by old tactics.</p> <p>The wrong objection is targeted and regret is built from the buyer. The buyer makes the purchase and then they want to cancel and or ask for more discounts after the sale.  </p> <p>The objection can be a test from the buyer: </p> <p>You will see that some objections are a test from the buyer to see where you are as a salesperson. This test is to see how strong your sales game is and if they can trust you