Are you able to consistently get around objections and gatekeepers?
There is one guarantee in sales and that is that you are going to have to face both gatekeepers and objections when prospecting. These are difficult for salespeople of all levels of experience. Do you feel like you know how to consistently get around them?
The good thing with this area is that there are only a handful of different objections and gatekeeper situations that you are going to consistently face. With that being the case, it is fairly easy to stop and think about what responses you need to consistently get around the different roadblock.
If you try to have all of these different responses in your head and improvise without any type of sales script, you might not always be ready with the right thing to say.
The alternative that we suggest is to simply create some sales scripts that list out how to respond to gatekeepers and objections. This will help the most experienced sales person will improve their results.
Do you find yourself having difficulty closing deals?
One the most common areas that experienced salespeople want to improve is to be a better closer. This is interesting because they feel like their pitch is fine but then it is difficult to close.
Closing should actually be the easiest step in your sales cycle. The reason it is not easy is that their pitch is off and that they are not saying and asking the right stuff during the sales process.
Let me give you a quick example. If you improve your ability to ask good pre-qualifying questions, you will do a better job of screening out the bad prospects that don’t fit well. By simply doing this one thing, you will immediately improve your close rate as it will be easier to close the prospects you pursue because they will fit better.
But if you don’t use any type of sales scripts, it can be tough to always know what pre-qualifying questions to ask. Yes, an experienced sales person does not need a script that tells them everything to say. But a document that simply lists out the key questions to ask can help a sales person of any level to stay on the right track when talking with prospects.
There was not a thought in my mind to try to share these points with this customer. I could tell by how she talked to me that there was nothing that I could say that would make her see things differently. She has 18 years of sales experience and does not need a sales script.
As I have hired people and worked with clients, I have learned that sometimes you just can’t teach an old dog new tricks. But if you agree with only half of all of that, you can see that sales scripts are not just for those that are new to sales.