Break down the barriers

Recently, I was approached by a salesperson who was grappling with a tough challenge. He often hears the following sales objections from his prospects: 

• “We recognize your proven credentials, but we aren’t taking on any new suppliers.” 
• “Great stuff, but we’re already getting this from another vendor.” 

The salesperson wanted to know how he could break through these sales barriers. Here are the suggestions I gave him: 

        1.     Analyze what you’re saying. You’re probably talking about your product/service way too early in the process. The reason I say that is because the response you’re getting is a common reaction to that. 

To solve this problem, you need to rethink your entire conversation. What would it take to get them to say, “Hmmm. This guy really gets the challenges we’re facing. He has some good ideas to help us achieve our objectives. Maybe we should talk to him.” 

It’s likely you’ll need to do more research/prep prior to making your sales call, so you can customize your message to your prospect’s situation.

Also, think about sharing a case study at the start of your conversation to show your prospect how you have helped others achieve their goals.

Finally, be prepared with a question about your prospect’s objectives and challenges.