Engage in Conversation, Not Combat | Sales Tips

November 11, 2016

Far too often sales reps get into combat with their customers over questions and objections and you can get into combat if you want to win the sale, you have to stay in conversations. So how do we do that?

It all starts with our mindset. Don’t think of objections as objections, think of them as questions. <— Click to Tweet

Remind yourself that as long as the customer is asking questions and you’re engaged in the conversation you’re having, there’s a chance you can win this business. If the customer shuts off, sit back and say nothing. That’s deadly in sales.

When you think about these objections or questions as simply interest and questions, then you stay in the conversation. You’re likely to ask another question which gets them talking, sharing more information which can move you towards the ultimate outcome. So don’t get into combat with your customer. Keep the conversation going. Ask them a couple of questions. Give them a couple of answers. And you know what, if you try to get through these objections two or three times and you can’t get anywhere, then change the conversation and move on. You’ll live to fight another day.

And if you’re fighting with your customer in combat over a particular question that they have, you’ll lose your right to sell to them in the future.

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2 responses to “Engage in Conversation, Not Combat | Sales Tips”

  1. Larry Zollinger says:

    Colleen, great topic this morning. I had this happen no long ago with a new sales rep we had hired , I was on a ride along. What a awkward moment I found myself in but was able to redirect the conversation and turned out to be a teachable moment for the new sales person.

  2. Gay Thomson says:

    Colleen, great advice and so true! We all need to engage in more conversations on a daily basis. This beat emailing back and forth!

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