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While I never recommend that you attempt to overcome your prospects’ objections (because that creates sales resistance), quite often your prospects will make statements that you believe are simply not accurate. Most salespeople duck these issues or attempt to cleverly circumvent them, because they feel that confronting them head-on will cause friction and cost them the sale.
Personally, I see these statements as opportunities to challenge assumptions and let the prospect know the true reason I should be hired – because I have expertise he or she doesn’t and am not afraid to say so.
For example, last week I was in a conversation with the CEO of a small consulting firm that is constantly competing with huge firms. In that conversation, the CEO told me that he wanted me to help him make his firm “look bigger,” so he can close more business.
In response, I said, “If I may, I’d like to challenge your assumption that looking bigger will help you close more business.”
He replied, “Okay.”
I said, “If you take that approach, you’ll be competing on their terms, and since you aren’t as big as they are it will be impossible to win.” “Instead,” I said, “you should view the size of your firm as a competitive advantage and offer features that large firms simply can’t offer. That way, for prospects that want the features you offer, you’ll blow the competition away.”
The trick to challenging assumptions without creating sales resistance is to ask permission first. Never has someone said “No,” to my request, and by not being a “yes-man,” I have always increased the value of my involvement in my prospects’ eyes.
Have a great week!
Gill
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