By Mark Trinkle
- The enemy is you
- No pain, no gain
- Just say “no”.
Play The Sales Brew:
By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group
“We have met the enemy…and he is us.” ~ Walt Kelly
That quote serves as our lead into today’s sales brew on the dreaded enemy of every sales professional. It’s just three words…and I am not even sure I can bring myself to say them. But, here they are… “think it over.”
While “think it over” or TIO comes in different shapes and sizes, for our purposes in today’s brew, let’s just say we are referring to all the stalls, objections and delays offered up by your prospect that delay a decision from being made at the conclusion of your presentation…or at least within a reasonable time after your presentation.
Clearly, such delays in reaching or making a decision are not in your favor; they serve the interest of the incumbent provider (we call that the “power of the incumbent”). And since no sales professional likes hearing those three dirty words, the question worth asking is “Why does TIO happen so frequently?”
Here are 3 reasons for TIOs:
- The enemy is you. By that, I mean that sales professionals hear the prospect say they need to think it over because the sales person does not prepare the prospect to make a decision. If you don’t help the prospect to manage around your expectation that they will in fact make a decision at the conclusion of your presentation, you are laying the groundwork for TIO to occur.
- No pain, no gain. If you missed finding pain (or did not look for it) in your first call with the prospect…if you did not establish a compelling reason for the prospect to solve a business problem…if you did not personalize the problem…if you did not quantify the problem…you are well on your way to creating the perfect storm of TIO.
- Just say no. Ok, let your prospect know that is ok for them to tell you no after your presentation. The failure to do this is something that simply astounds me in my observation of sales people. The key is to set the prospect up to make a decision…not to do business with you. But time and time again, I hear sales people say “If we deliver a presentation that meets your needs, is there any reason you can think of as to why we can’t do business together?” This pretty much forces the prospect to lie…after all answering in the affirmative is the only way they can see your presentation. Give them two options- you would like to hear yes, but no is ok. You are not there to convince people to hire you…you are there to get decisions.
So, there you have it. When it comes to TIO, is the prospect really your enemy? Or is it you?
Thanks for listening…now go sell like a champion today!