Overcoming Objections – #4 Scepticism
All Sales Objections fall into one of four camps.
And because they stopped the flow of a wonderful running sales conversation – I’ve named those four problems DAMS.
The fourth one – the S in DAMS – stands for SCEPTICISM.
Very simply – SCEPTICISM says;
“I Don’t Believe You!”
To overcome SCEPTICISM – you need to introduce some kind of PROOF – you have to make a PROOF STATEMENT, or produce a PROOF DOCUMENT – something like a testimonial, a review, or an industry award.
The great Zig Ziglar – the amazing American sales trainer, created a way of overcoming SCEPTICISM brilliantly – he called it;
“FEEL, FELT , FOUND”
When I discovered – FEEL, FELT, FOUND – about 25 years ago, it changed my sales life.
I was selling photocopies at the time and people would say something like;
“I don’t want this because…”
That’s when I would introduce Zig Zigler’s – FEEL, FELT, FOUND – it works like this.
FEEL – “I understand why you FEEL that way.”
FELT – “Mr. Smith – another customer of mine – FELT that way too.”
FOUND – “But what he FOUND was – this thing happened!”
And what’s great about – FEEL, FELT, FOUND – is that it enables you to make your point to the customer without making them look foolish for getting their facts wrong – you say;
“I understand why you FEEL that way,”
and the customer goes;
“Thank you very much. I thought I was right.”
And then you say;
“Because another customer FELT that way too.”
And the customer says;
“Not only am I right, but you have proof that I’m right.”
And then you say;
“But what they found was the opposite – and actually – you’re wrong.”
The great thing about – FEEL, FELT FOUND – is that it’s a really polite way of introducing your proof statement – and getting you’re point across – without making anybody feel stupid.
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This one-day workshop was designed to provide delegates with a comprehensive introduction to the Selling with EASE process and to show how a thorough understanding of the four major steps – Earn the Right, Ask the Appropriate Questions, Solve the Problem and Execute the Solution – can help them to succeed in all genuine sales situations.
This interactive workshop is perfect for any salespeople who need to hit the ground running or anyone requiring a comprehensive sales “refresher”
In short – If your job remit requires you to convert sales meetings into profitable business relationships – then this workshop is the one for you.
At the end of this workshop delegates will be able to:
- Explain why customers make the buying decisions and how they choose suppliers
- Understand why your current pitch isn’t the solution to your prospects problem
- Explain why setting yourself two different outcome targets to each call can lead to success every time
- Demonstrate a high level of consultative questioning techniques
- Use real life examples and case studies to sell concepts and solutions
- Effectively overcome all genuine objections
- Understand – and execute – the process of closing every sale opportunity
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