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High Performers Excel at Difficult Sales
Scenarios
As carefully as you plan your sales calls,
realize that some will inevitably go awry. Handling specific sales
situations well becomes a test of sales experience, resilience, and
creativity. Gartner research found that 53% of customer loyalty is
driven by the sales experience — more so than by the brand, product,
service, and price combined.
Does your sales team have what it takes to
handle difficult sales scenarios when the stakes are high and still deliver
an exceptional sales experience?
High Performing Salespeople Prepare to
Handle Five Difficult Sales Scenarios
High performing salespeople prepare to
handle difficult sales scenarios and lean on their EQ and IQ to keep a
tricky situation from derailing an important relationship and
opportunity.
Here are five common high stakes sales
situations from sales reps that should be part of every business sales training program, and
the way to handle them in the way a high performer would:
#1. Your Buyer Is Antagonistic
Whether it’s your main contact or another
buyer in the decision-making process, most salespeople eventually have to
deal with an unfriendly, tough, or intimidating prospect. Assuming that the
client fits your ideal target client
profile in all other aspects, high performing sales people try to find out
what the antagonist needs, how they fit into the buying process, and the
best path to help them meet their goals.
If you encounter an antagonist during the
sales process, see if you can identify their personal and professional
goals and figure out how to make them look good.
At the very least, your objective should be
to disarm them by finding a way to support a need you have uncovered.
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