Needs Focus

In recent months, I have issued an assignment to many of the salespeople I train. The assignment was to keep a note of every objection to which they lost a sale, then we review the objections together.

I've introduced specific methods to address or avoid most of these objections, but one of the most common challenges that comes up when trying to work with salespeople to develop ways to overcome these objections is that the salespeople know very little about their clients and their clients' needs.

If you do not discover and develop your clients' needs, you will receive more objections and you will have a significantly reduced chance of answering those objections successfully.