Where Is Your Sales Blind Spot?

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Where Is Your Sales Blind Spot?

Encourager-In-Chief: March 31st, 2021

How to strengthen it and overcome it.

Whether we want to admit it or not, all of us have blind spots — especially when it comes to sales. Perhaps yours has to do with picking up the phone and calling someone you don’t know. For many people, it’s what to do if you get a price objection. The vast majority of salespeople seem to struggle with actually asking for the order and closing a deal.

It should not come as a surprise to you that the way to overcome these blind spots is to work on them and hone them until they become strengths. For example, the best way to make a sales call is to preplan 20 sales calls. I highly encourage you to make them in rapid succession — especially if you are calling each one to sell the same item or service. The more calls you make, the smoother your dialogue becomes and you pick up on what people are responding to best. More likely than not, by the end of your 20 phone calls, you will find that more people are interested in what you sell than the first few callers were. That’s because you’ve improved your skills.

man standing near window inside building

The best thing about overcoming price objections is that no one objects to something they don’t want. If they don’t want it, they won’t say anything about it. If they’re concerned about the price, it means they’re trying to figure out how they can afford it. Your job is to help the prospect see the value more clearly. Whenever the value appears to be greater than the cost, the customer will find a way to say, “Yes.”

When speaking to your prospect, always talk in terms of the benefits to your customer. That means you should be explaining how what you sell will save your customers time; save your customers money; provide them with convenience; and/or give them peace of mind.

When it comes to closing, most salespeople skip the most important step which is validating. This means that you make sure the prospect can answer, “Yes,” when you ask, “Have I addressed everything that you are looking for?” If you don’t get a yes, don’t ask for the order because you haven’t yet earned the right. More work is required before you get to that step, so back up until your prospect agrees that your offer is what he or she wants.

Let me hear from you.

You can get anything in life you want if you’ll just help enough other people get what they want.
- Zig Ziglar

This excerpt is taken from the Sales Academy.I encourage you to register for this program beginning April 9, 2021 at the Comfort Suites in Manheim, PA or order the video version at Dave Romeo Online University.

Sales Academy: The Art of Selling: Getting to the Top!

VIEW ACADEMY

Let me hear from you!