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 based upon data from our sales leader simulation assessments for high stakes roles that should be part of every business sales training program, and the way to handle them in the way a high performer would:
Genuine humility combined with empathy for the repercussions of your mistake combined with a customer-centric focus on helping them to succeed can go a long way to rescue – and even improve – the relationship.
If you encounter an antagonist during the sales process, see if you can identify their personal and professional goals and 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.
Instead, they try to understand their buyer’s assumptions and the cultural context of the organization that they must work within. Invest the time to find out why your buyer thinks and acts as they do. Then you can tactfully present compelling options that make sense to them, their team, and their company.
For example, top sales reps put their customer first. They do not try to “sell more,” “charge more,” or dismiss perceived risks. They put themselves in the same boat as their customers and do what is best for THEIR customer, THEIR customer’s company, and THEIR customer’s clients.
Check in to make sure that your prospect is OK and suggest another time to meet. Just make sure that you have a compelling reason – from their perspective – to meet. If the client blows you off repeatedly, perhaps it’s time to re-evaluate their desirability as a customer.
The Bottom Line
Difficult sales scenarios are just part of selling solutions. Have you identified the sales situations that matter most for your specific sales strategy, target market, and sales culture? Make sure that your sales team is prepared to shine in the moments of truth to build relationships and get results for your clients.
To learn more about how to handle difficult sales scenarios, download The 30 Most Important Sales Questions to Get Right When Selling Solutions
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