Consultative Selling Process: Resolving Objections about the Economy
A Sales Professional who recently completed a Richardson Sales Performance Consultative Selling course wrote in an e-mail...
“Dear Richardson Sales Performance Team: I have been enjoying success in applying the Consultative Selling Process in my work with clients, and I definitely think my skills have improved since I completed the training! I especially learned a lot from the model for resolving objections. But, I am running into one big challenge that I can’t seem to address: my clients are STILL objecting that the economy is down, which is why they can’t move ahead on opportunities. With all the economic indicators pointing to an improving economy, I just don’t know how to resolve this objection. I can’t very well tell them they are wrong about the economy, but what else can I position in response? Please help.”
Applying the Consultative Selling Process to Overcome Objections About the Economy
With the volatility that the financial markets have shown over the past 15 years, it is no wonder that decision-makers across a broad spectrum of industries would continue to show concern about the economy and take a conservative approach to spending. Even as the economy continues to improve, companies still may remain cautious about choosing investments and expenses wisely for fear of another economic downturn. There is good news, however, because the key to addressing this situation is already right in your hands: the Consultative Selling Process.
The writer of this e-mail is already on the right track in wanting to apply the model for resolving objections:
- Neutrally acknowledge the objection.
- Ask a question to understand what is driving the objection.
- Position a response based on the client’s answer to your question.
- Check to be sure that your response satisfied the client’s concern.
- The client has budget constraints.
- The client has competing priorities.
- The organization has a low-risk tolerance.
- Revenues and/or profitability are down at the client organization.
- The organization has instituted cost-saving measures.
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