LSA Global Insights Newsletter: 5 Difficult Sales Scenarios High that Performers Get Right

February 29, 2020

5 Difficult Sales Scenarios High that Performers Get Right


5 Difficult Sales Scenarios High that Performers Get Right

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.


About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned