Eighty percent of the time the greatest fear of sales people revolves around the theme called “the fear of helplessness”. It’s that sinking feeling you get when you are unable to convince the customer either due to the inability to invoke interest or to give the proper response to the customer’s barrage of queries and challenges.
The most common fear here is in the fear of handling or managing objections.
When it comes to objections, it usually instills a sense of fear in sales people. We feel that we didn’t do our job properly, wasted our time/resources, and we might be on the verge of almost losing the sale. Many times concerns like these cause us to not respond at our best, resulting in a show of lack of confidence followed with hasty replies.
In my experience, the seemingly most difficult objection is often the smallest of objections. For example the statement, “Your price is too expensive”. That to me, is actually one of the most common, but minor objection that anyone can get.
Often, we will lose the sale just because we succumbed to objections without adequately addressing them and giving up too soon. This is often called as a “knee-jerk” response. One that’s sub-consciously triggered by perceptions of misconception. And more often than not, wrong perceptions happen even before we finish our presentation.
However, objections are something that you should not be afraid of or feel uncomfortable with. On the contrary, we should be open and happy with the objections we get from our prospects. Appreciating the value of objections and understanding how to manage them is certainly one of the most important position for our mindsets and a level of competency any great sales person should possess.
Stay tuned for my next post that highlights what are the common objections, the two “misses” that happen in sales and the Top 5 Myths of Objections that are sure to clear your issues and misconceptions!