Behind Every Obstacle Lies an Opportunity!
It is easy to fall in the trap of negativity, particularly when going up against obstacles and objections. Oftentimes, salespeople see obstacles and objections as things that get in the way of what they are trying to accomplish.
Fortunately, many salespeople have been taught how to overcome obstacles and objections. Assuming your training was sufficient, then learning how to overcome an obstacle or objection can be viewed as a good thing. And, if you’re satisfied with being “good,” then there is no need to read further. However, if your goal is to become “great,” please read on.
Great salespeople must anticipate objections (not simply overcome them) before they occur. You see, great salespeople have already visualized and prepared for a number of scenarios in advance of what might occur in a sales encounter. They have well-developed intuition and a plan, and are seldom caught off guard. This is why so many companies in our industry seek to “hire away” such salespeople from the competition. You know the thinking ... why develop a good “farm system” of your own salespeople when we can go get one from the competition as a “free agent”? It takes hard work and dedication to train a sales team the right way. However, this is essential for you to do. And you must help them become experts in human communications and, yes, sales. What do such salespeople look like? Let me explain.
Great salespeople know that there is a solution behind every problem and see an obstacle as nothing more than a new opportunity. They know there is always a way to make things happen and work diligently to out-think their competition. They don’t merely think outside the box; in contrast, they do not even notice the confines of a box. What is a box, they may ask. Such salespeople are deep-level thinkers who look at an objection from many angles, but most importantly, from the buyer’s point of view. They ask deep-level “Why” questions, actively listen and are always prepared. They have well-developed emotional intelligence and notice even the smallest nuance of a human interaction. This is what you want on your team, right?
In my consulting work, I get to see (up-close and personal) the contrast between “good” and “great” salespeople. The great salespeople overcome obstacles that are thrown their way. In fact, they relish such challenges. In contrast, the salespeople who struggle (oftentimes) are the same ones who spend their days complaining about what they don’t have, what they need and sharing why things will not work. Simply said, they do not believe they are better than their competition, view obstacles as something negative (and that cannot be overcome), and do not creatively convey value and options.
So, this week, I challenge you to reflect upon obstacles and objections. Do you see them as a hindrance that keeps you from moving forward, or as an opportunity that you know you will overcome? The great salespeople welcome obstacles and turn them into golden opportunities. What about you?
Ryan T. Sauers has spent 25 years leading and/or consulting with printing, graphics, promotional and visual communications related organizations. Ryan is President of the independent consulting firm, Sauers Consulting Strategies, founded in 2010.
Key areas of focus of the firm include: sales training, marketing strategy, personal branding, leadership development and organizational change.
Sauers is a frequent national speaker and columnist. He has been recognized as one of the top 80 CMOs in the world and achieved the top designation of Certified Marketing Executive through Sales and Marketing Executives International.
Sauers is an adjunct university professor teaching leadership and communication courses to current and aspiring leaders. He is a Certified Myers Briggs, DiSC and Emotional Intelligence Practitioner (one of few in US to achieve all 3 rigorous certifications related to human communications, personality & behavior).
Sauers is working on his Doctoral degree in Organizational Leadership and hosts a radio show in Atlanta (Marketing Matters). He is author of the best-selling books Everyone is in Sales and Would You Buy from You? More info at: RyanSauers.com