Category Sales Discussions
Buyers think that because you’re a salesperson, by nature, you’re a liar. It’s not their fault that they see you this way. It’s probably not your fault that they see you this way. I’m sure all of us have worked with people who will say anything and do anything to get a deal. As a result good people who would never lie to their wives or neighbors think its all right to lie to you. After all, you’re a salesman…if you lips are moving you must be lying. It’s a challenge that you’ll have to overcome.
As St. Francis directed; “Seek to understand, rather than be understood.” Follow this good advice, at least initially. You’ll separate yourself from the pack that only knows how to sell features and benefits. And by listening and asking the right questions; the prospect will teach you how to sell them.
You’ll have to uncover, discover and discard objections until the truth and the pain are revealed. Here are 9 objections that Brian Tracy believes you’ll need to be prepared to answer: