The longer I’ve worked in sales and the more different products, programs, packages and ideas I’ve had to sell the more I’ve found patterns. Most notably in regard to handling objections, the more complicated the product, program, or package is that you’re selling, the more objections you are likely to face. Every lead you have will pose a different set of objections. When I first started in sales, if I faced a mountain of objection, I started packing and looking for a new lead. However, as I’ve gained experience, I’ve discovered that the unique set of objections is really just a unique puzzle for you to solve. The prize at the end? A sale.
As the national salesman of the Daisy Pops, I have to solve problems all the time. Sometimes the customer objects to certain shipping methods or delivery plans. Perhaps with our current programs we have no way to deliver at all. Does this mean the sale is a no go? Not necessarily. It just means it’s time to think outside the box. For instance, last summer I opened up an account with a coffee shop in Vermillion, Ohio. This location was a ways away from the nearest pickup location and our shipping rates made it difficult for this particular store owner to turn a profit from retailing our cake pops. I could have quit on the sale, but instead I got creative. Vermillion is located in Loraine county Ohio. That weekend happened to be the loraine county fair, an event I knew we had a stand at. The way it ended up working out is our client was able to pick up his order directly from our stand at the fair, saving him drive time and allowing us to close the sale. This is just one example of puzzle solving in sales. An objection doesn’t mean no, it means “find me a solution that works.” It is also important to note that you won’t always be able to find a workable solution. This is when you tell your potential client that what you offer simply isn’t a good fit for them. Trying to convince them anyway is misleading and unproductive, creating angry customers. However, never be afraid to try and solve the problem!
BoweryJE22
Very interesting take. I never looked at sales in this light but you are exactly right. Every sales situation is like a unique puzzle and in every puzzle the pieces fit together in different ways. Like we discussed in class one may work extremely well for one customer may not work at all for another customer. Tailoring individual solutions is key to making a better customer experience.