From the course: Purpose-Driven Sales
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Three kinds of obstacles
From the course: Purpose-Driven Sales
Three kinds of obstacles
- You're disciplined, you've made a great pre-call plan, you've opened your calls well, you've asked the right questions, but you still don't close the deal. The reality in sales is that there's always going to be obstacles and obstacles tend to fall in one of three categories. The first, is when the customer doesn't see the value, when they say, "We don't need that." What they're telling you is that you haven't demonstrated a case. Sometimes when salespeople hear this obstacle, they get defensive. "But wait, wait, let me tell you more about our features" or, "Oh, you didn't agree?" Let me say it louder and with more enthusiasm. That never works. If your customer is telling you, I don't see the value in this, what they're telling you, the salesperson, is that you have some more selling to do. So when you hear that obstacle, you need to go back and start asking more questions about the customer's goals and…
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