Daily Archives: May 19, 2010

Lots of things get in the way of winning a sale. You’ve probably heard things like: “Our company doesn’t have budget now,” or “We’re doing just fine with our current solution,” or perhaps even, “Nope. Not interested.”

But sometimes the person you’re talking to will bring up objections that are not necessarily business related. These issues are signals that something is bothering the individual on a personal level, that your solution will have a negative impact on him or her in some way. Put yourself in your contact’s shoes and plug one of the following issues into the statement below.

“Your company’s solution makes me feel like I will have  in the organization.”

• Less power, control, credibility, or security
• A decrease of personal productivity or responsibility
• Trouble being seen as a problem solver
• A lack of recognition
• Loss of self-esteem or status as a top-performer
• Less leisure time or time with my family

Left unaddressed, these concerns will derail your opportunity. Ask questions to find out why your contact is hesitant such as:

“There seems to be hesitation in moving forward with our solution. Are there any issues we have not addressed?”

A cautionary note though. When questioning, use “why” sparingly. You are trying to understand the customer’s concept, but you don’t want to come across as interrogative or judgmental. The last thing you want is to give your customer the message that his concept is invalid or that he has no good reason for his opinion.

Once uncovered, demonstrate how your solution can have a positive impact on them.

This article was originally published in Miller Heiman’s Sales Performance Tips.