The Lucky Loss Learning Journal

Sales like all work really is essentially problem solving. With most sales there are what I call barriers to business. These barriers are usually perceptions or perspectives in the prospects mind that either keep you from the sale or slow down the momentum and progress. Every business is different, but in my business there are about 10 of them with 2 or 3 being the most common.

In order to serve your client and increase your success you need to learn how to resolve some of these concerns. Notice I did not say, “You need to learn to overcome these objections”. I don’t believe in overcoming objections. Sales people who get focused on overcoming objections often end up getting into an argument with their prospective client. What you do need to do is learn ways to work side by side with your potential customers in ways that will resolve their concerns. It’s a whole different mindset.

To get started on this path, I recommend putting together a journal. A binder is good because you can add sections and pages. Each time a prospective customer gives you a reason they won’t buy your product or service, write it down in your journal.
I’m guessing that over time you’ll come up with 10-15 items with 3 or 4 standing out as the most common.

Take them one at a time. Set up a page or even a section tab in the binder devoted solely to this issue. Then begin to brainstorm ways to resolve the customers concern. You can also brainstorm with peers and your manager. And one of the best ways to brainstorm is with the customer. Just straight up ask them what would resolve the issue or concern in their mind.

The resolution may take many different forms. In may simply mean learning to explain something better or different. The concern may be the result of a communication glitch on your part. It may mean building a communication tool that will add clarity. It may be a series of reference letters that speak specifically to that concern. And it may mean working with the company to alter your product or service.

Want to increase your luck in selling? Learn to serve your customers better. Learn to add more value. Start learning today by building a new Lucky Loss Learning Journal.