Obstacles to the Sale: Who Creates the Most? It's Not Who You Might Think
It is a marketplace reality that most customers who enter the marketplace looking for something specific, ultimately do make a purchase.
Now here is a very interesting point. Most of the time, the prospective customer will deal with several different salespeople before the actual purchase is made. Shopping around? Yes, but not usually for a lower price. Customers regularly shop around for a salesperson they trust and certainly someone they like before they are willing to spend their hard earned cash.
That means that they're shopping for a salesperson as well as the product or service that they want or need. That knowledge alone can give you a tremendous advantage over your competition.
Here's why. Poorly trained salespeople do and say some really, really, really dumb things, don't they? How many salespeople have lost your business just by saying or doing something totally stupid? My theory is that a friendly dog with a well written note would close more business than many salespeople will in many businesses.
When an under trained or amateur salesperson messes up, the customer is sent off by the salesperson to shop, not for a better deal, but for a more professional salesperson. This happens over and over again in businesses every single day.
So there you have it. It's salespeople who put up most of the obstacles to doing business. Sure, customer's ask questions and offer up objections, even excuses, but those are things that a master salesperson can handle and actually use to get closer to the sale.
Yes, it truly is under trained salespeople who put up most of the obstacles. That knowledge alone can give you a real leg up on your competition because once you upgrade your selling skills and learn how to avoid the landmines that salespeople step on everyday, you will have chosen to eliminate the need for your prospects to shop around for another salesperson. That makes good sense, doesn't it?
That decision to upgrade your skills will get you paid more and more often. Getting Paid is Good, isn't it?
Now knowing the fact that most salespeople are under trained or even poorly trained, it begs this question, "Why are all these salespeople content just to keep on doing the same things and generating the same less than stellar results?"
Related Tags: tips, sales training, learn to sell, strategies, tricks, techniques, objections, obstacles
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