It is essential that the professional show the company's know-how through cases, awards and other evidence of authority from clients who have already hired (and were successful with) their services. This strengthens the brand and makes it more credible. In addition, the seller must convey knowledge, security and calm throughout the sales cycle.
When we talk about complex sales, we need to keep in mind that communication needs to be more consultative and demonstrate knowledge that goes beyond the sold solution, but also the market and business. This conveys to the lead that the seller is not just interested in selling, but in helping them improve their results.
Therefore, starting the journey by obtaining information on what the lead scenario is, how many members are part of the team, what are the pains, challenges and Country Email List how today what your solution proposes to do is the first step to convey credibility and show that you don't want to sell just for the sake of selling. You want to sell something that really makes sense for the entire company.
All this dynamic generates empathy, which is crucial to establish a relationship. To close this objection in sales, understand, explain, re-explain – if applicable, and be more than a salesperson.
Urgency
“This is not a solution I need right now”
Urgency is the objection in sales that salespeople probably feel the most on a daily basis. This is because the urgency that the seller has in reaching the goal for the month is almost never the same as the lead in wanting to solve problems.
To successfully close this objection in sales, the salesperson must create urgency in the lead. That is, reinforce the critical points presented by the lead at the beginning of the call, bring the pain to the surface and make him understand that the sooner he solves the problem, the faster it will be able to bear fruit. Again, comparing a company with and without its solution will help to strengthen the lead's urgency so that it can hit the hammer soon.
Authority
“I need to talk to my partner before taking the next step…”
Here, the seller must know who the decision maker is, that is, who really has the power to sign the contract and close the deal.
Having this mapping will help to understand how long the sales cycle will take, how many steps will be necessary, it will also help to make assertive follow-ups and to give all the resources and support to the lead until reaching a final answer.
extra tip
And if the sales objection is interest, follow this extra tip.