What’s standing in the way of your next closed sale?
If you’re like many salespeople, you’ve heard a multitude of explanations and excuses for why clients walk away from a deal. Another vendor offers a comparable product at a lower price. The time just isn’t right to make an investment in “something new.” Based on a theoretical case study she prepared in college, your prospect’s third cousin’s wife has advised your prospect to go in a different direction.
Yes, you’ve heard plenty of explanations ranging from understandable to plausible to laughable. It’s easy to follow-up with prospects and overcome their objections in some instances.
But sometimes, it’s not so simple. While you may think counteracting illogical rejections is your biggest challenge, it’s not. Your biggest challenge is overcoming an objection that hasn’t been verbalized.
And it’s your job as a sales professional to rise to this challenge early on in the sales process.
Overcome an Unspoken Objection
You may be wondering, “How can I possibly overcome an objection that hasn’t been shared with me?” The answer is by asking questions to help you determine if you have a legitimate sales opportunity at hand.
Ask the Right Questions
What kind of questions should you ask to reveal a prospect’s silent objection? Here are a few examples:
- What concerns, if any, might get in the way of moving forward?
- What’s the best way to sell this idea to others internally in order to get their buy-in?
- What’s the potential impact on you and your organization if you decide to put off the decision?
- What if the problem you identified with me is not corrected? What would the consequences be if things were to continue?
Too often, it’s what prospects don’t tell you that are the biggest obstacle between you and a deal that will benefit you and, more importantly, your prospect.