One of the most frustrating things about being a salesperson is the prospect who wants to stall or delay their decision.
One of the most frustrating things about being a salesperson is the prospect who wants to stall or delay their decision. After spending time developing a relationship, asking powerful questions to uncover needs, presenting solutions that speak to those needs, and garnering respective commitments, a prospect’s decision to stall can be incredibly frustrating.
But successful salespeople are fearless in their pursuit of the sale, and their success has less to do with being aggressive and more to do with their strong desire to help their prospect. They have an unwavering commitment to help the prospect solve their problems and this is the differentiator that helps them close the sale and ultimately drives their success.
In this course, you’ll sharpen your closing skills and learn advanced selling strategies to address the buyers’ attempts to stall or delay their decision. We’ll discuss the different types of stalled sales tactics, their impact on a sale, and ways to address them. We’ll also discuss how objections can progress the sale, and the need for a follow-up call with a buyer and how to counter new or old objections that might arise.
Learning Objectives:
- Explore the buyer’s common attempts to stall.
- Discover the mindset needed to win the sale.
- Learn how to answer “Think about it” objections
- Learn how to answer “Shop around” objections
- Learn how to secure commitments that move the sale forward.
What You'll Learn
- Explore buyers' common attempts to stall or delay their decision
- Develop the mindset needed to win the sale
- Answer "Think about it" objections effectively
- Answer "Shop around" objections effectively
- Secure commitments that move the sale forward
- Use follow-up calls after a sales meeting to counter new or old objections
Key Takeaways
- Successful salespeople are fearless in pursuing the sale, driven by a strong desire to help the prospect solve their problems rather than by being aggressive.
- A prospect's decision to stall can occur even after building a relationship, uncovering needs, presenting solutions, and gaining commitments.
- The course covers different types of stalled sales tactics, their impact on a sale, and ways to address them.
- Objections can progress the sale rather than end it, making it important to plan a follow-up call with the buyer.
- Countering both new and old objections that arise is part of advancing the sale toward a close.
Frequently Asked Questions
Who is this course for?
It is designed for salespeople who want to sharpen their closing skills and learn advanced selling strategies to address buyers' attempts to stall or delay their decision.
What does this course cover?
It covers the different types of stalled sales tactics and their impact, how to answer "Think about it" and "Shop around" objections, how objections can progress the sale, following up after a sales meeting, and how to secure commitments that move the sale forward.
What skills will I gain?
You will learn to explore buyers' common stalling attempts, develop the mindset needed to win the sale, answer "Think about it" and "Shop around" objections, and secure commitments that move the sale forward.
How is the course structured?
It includes lessons on Introduction, Avoiding a Stalled Sale Due to Customer Uncertainty, Avoiding a Stalled Sale by Clarifying Value, How Objections Can Progress the Sale, Following Up After a Sales Meeting, and a Test Your Knowledge assessment.
Transcript
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(gentle music) Do you ever feel like objections are stopping sales in their tracks? It might surprise you to know that some salespeople use the objections themselves to secure transactions. Welcome to Knowledge City's course on Using Objections to Close. This course will help you get to the purchase faster by preventing stalled sales ahead of time, keep a stalled sale afloat by knowing why objections are really opportunities to move forward, and get back missed opportunities by making sales check-ins count. Gather up the sales that could have been by using objections to close.
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