WAKE UP SALESPEOPLE

I read a post the other day from an AE at a well known conversational intelligence company...

It talked about how to respond to the following 'objection' (which took him off guard): 

"Thanks, but you're probably too sophisticated for us right now."

It was one of those 'vulnerable' posts that put himself on the line & admitted his own error. 

He tried to assure the prospect they were also able to work with his company size & profile... 'let me show you how...'

Justifying...back peddling. 

Basically sounding disingenuous & a bit dodgy.

Instead of trying to 'overcome it' he should have been seeking to understand, he confessed. 

And lots of people responded with what they would have said in response.

"Too sophisticated?"

"Too soon?"

etc...

That's all well and good, but it missed the bigger picture.

He could have pre-empted it and dealt with it ahead of time, stopping it from coming up in the first place. 

But the horse had already bolted.

Instead of banging on about his own organisation in his intro, how the prospect followed their company page, how their VP used to be a user etc (which is all me me me & rests on the laurels of the brand) - he could have started with...

"You probably know us as to the CI company who works with the likes of X Y & Z. 

You may not know, however that we also work with leaders of smaller firms in solving the following issues...

1...

2...

3...

I don't suppose any of that sounds familiar or am I completely off the mark here?"

Thus opening up a potential conversation.

No back peddling required. 

Most 'objections' are only a thing because the salesperson takes prospects there. 

Prevention > Cure

#sales #selling #objections