Consulting.com Newsletter

Subject Line: sales isn’t war Subject Line: Objections Are A Gift Subject Line: Are You Pushing Or Helping? Preview Line: common sales falacy "Push 'til they purchase." When trying to dive into sales and how to better sell high ticket, this is the common phrase a lot of people come across from various sales trainers. This viewpoint implies you have to handle objections relentlessly, and to keep pressuring the prospect while rebutting any hesitation from the possible buyer until you finally seal the deal. But let's pause and ponder for a moment - is this really the most effective tactic? When you hop on sales calls, how do you feel being on the receiving end of those hardball techniques? If you’re being honest, more than likely you’re not too crazy about it. From my vantage point, sales isn't about high-pressure tactics or combative objection handling. It's about open, genuine communication and seeking to understand rather than overpower. Prospects should be naturally drawn to what you offer through meaningful dialogue…that means uncovering their real needs and providing solutions. Interactions like that build trust and rapport, not frustration and resistance. An objection isn’t going to "battle" with a prospect, this is viewed as an opportunity to provide clarity and assistance rather than hurdles you need to overcome. You see, early in my sales career, I subscribed to the "push" mentality. I would agressively rebut objections, not realizing my entire energy and approach was having the opposite effect I intended. And as a result, I'd leave calls exhausted and prospects annoyed. But over time and with enough sales-training along with experience, I shifted my perspective. I realized I needed to become a trusted advisor, not a high-pressure sales rep. When you start listening more intently, focus on understanding the prospect's situation, and asking thoughtful questions while concentrating on how you can help versus how you can close.. You see A LOT better results and it’s not even comparable. Even with sales reps, having them follow this consultative approachenables them to not only stay passionate about sales, but it also makes them feel like they’re actually making a change in people’s lives versus just selling them something new and shiny. Oftentimes, sales teams that lose momentum experience this “fall out” because they feel the soul-sucking effect of the wrist pulling tug-boat style of sales. Now you may not have a sales team, but maybe you feel your enthusiasm for sales diminishing due to combative tactics… I’m telling you there’s a better way forward, one that reinvigorates your passion through meaningful connections versus transactional fights. Yes, high-pressure methods may offer some short-term gains. But often, these come at the expense of long-term stress, dissatisfaction, and let’s not forget… A much higher refund/charge-back rate. Think about it, if someone ends up feeling like they’ve been manipulated, how likely are they to reach out to you for support when they encounter an issue with the product? They don’t have to talk to you, they can just call their bank and then you’re left scratching your head wondering what went wrong. Sure, you can fight the chargeback with a solid contract, but be honest, do you really want to deal with that? Simply adopting a consultative approach focused on mutual benefit will significantly reduce the odds of this happening, excluding the odd anomalies here and there. Trust me, the idea that the world of sales is filled with relentless conflict and rejection that you just need to white-knuckle through is a completely false notion. With the right mindset and communication approach, it can be one of mutual understanding and helping. A world where prospects welcome sales conversations because they are treated as humans, not transactions. This perspective has changed sales for me. My hope is it inspires you to reconsider how you view objections and interact with prospects. Rooting For You, Rian Doris