“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.”
- Zig Ziglar
I went back and re-read some of my past sales scripting this afternoon and boy did it suck. Many years ago I had a mentor tell me that the best way to handle objections is to resolve them before they even come up. I can tell you with great certainty that the advice he offered never made it into any of those scripts.
If we consider the five obstacles or objections that Zig Ziglar talks about, we should be focused on handling these early on in the selling process. If we don’t take a proactive approach to this, we’re idiots. It’s like knowing what questions are going to be on a test before we even take it, having ample time to prepare, and still failing.
What does your process look like? Are you managing these early on in the relationship or do they sneak up on you and kill your sale when you’re already several meetings in?
Please share your comments below!
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