The Most Costly Sales Objection that Impacts a Business’s Bottom Line

Problem: You prospect is ‘Happy” with their current service provider.

 

Bigger problem: Sales people hit a wall because they do not know how to deal with this sales objection without badmouthing or their body language conveys a negative message because rejection shows through (body language is 55% of communication).

 

Your Bottom Line Problem: Sales people fail to uncover what prospects are really saying; is it a real sales objection?. What often occurs is that prospects who may have some level of dissatisfaction, simply say they are happy.

 

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Why? Many reasons! First and foremost decision makers/buyers all have a characteristic in common.They have the innate desire to be in, or at least to be seen as being in control. They do not want to convey their dissatisfaction because it may convey they have made a mistake in hiring their current service provider. Second what the prospect is really saying is that their current provider is their best option, only because they may not be aware of what options may be available that could actually increase effectiveness. 

 

There can be other reasons. The prospect may actually be happy, and believe that there is no room for improvement, however you will not really know this unless you press this matter to determine is the second reason shown above is the case. They may be content with their current service provider and change is more painful than the small bumps in the road that they obviously have lived through. This may be the case with Financial Advisors, Banks or other relationships that will require a lot of paperwork to properly make the switch.

 

Negative Ramifications to the Sales Person/Sales Organization........Read this tip in full at http://peakperformancesalestraining.us/content/most-common-and-costly-sales-obstacle-impacts-business%E2%80%99s-bottom-line