The Way You Buy Reflects The Way You Sell | Sales Coaching Training | Sales Courses

The objection that you will tend to have the most difficulty answering successfully is the one that is most consistent with your own value system. What do I mean by this?

If you are a price buyer, and your prospect objects to price, you will tend to accept their objection. If you are the type of buyer who tends to think decisions over before making a purchase and your prospect says to you, “We need to think this over,” you will tend to go along with their objection as rational or making perfect sense because that is the way you buy.

This simple act of accepting sales objections that resonate with you because you can relate to them is nothing more than projecting your personal attitudes into the sales process. You don’t have the right to do this. Furthermore, it makes no sense to assume that just because a prospect says that the price is too high, they actually believe it or mean it.

People often don’t know what they want or why. People often buy things that they don’t need. People sometimes lie about what they want or why they buy. Why? Who knows—they just do.

When you project your personal biases onto the sales process, you are assuming that everyone who buys, buys like you and for the same reasons. You are also assuming that when they don’t buy for a reason that is similar to one of your reasons, it makes perfect sense.

This attitude sooner or later is going to cost you a lot of sales.

Turn It Around

Stay neutral during the sales process.