A funny thing happens when you make an offer to a prospective client; the whole dynamic of the conversation changes. Before the offer, you are just having a conversation. After the offer, it is time to close, and to overcome objections and attempts at negotiation. Things CAN get a bit more intense…. or not!
What you do in the pre-offer conversation can have a lot to do with how successful you are after the offer is presented. What should you do before presenting your offer? Answer the objections now, before they are objections!
In the pre-offer dynamic, you client may have some questions. Especially if you direct the conversation to flesh out all of the potential needs, concerns, costs, etc. All of the stuff you are supposed to be doing in needs analysis. If you do, then by the time you present the offer, you’ve answered all of the questions, and there are very few left that can morph into objections.
In other words, you can avoid objections by addressing them before they become objections, before the offer is presented. Be thorough, and ask the tough questions early, and save yourself from being on the other side of those tough questions later!
Authors note (AKA shameless plugs)
So, this 7-step sales process and associated topics…. Yup, I write about that a lot. I’ve been working with it since I developed it about 25 years ago – in my own diverse work experiences, with my teams when I had them, and with clients ever since.
If you would like to develop you own personalized and customized, highly effective and efficient B2B selling system, here are some further steps you can take:
The Salesman’s Guide to Dating is a free or very cheap (depending on Amazon) Kindle book that walks you through the sales process using the familiar analogy of dating. It’s a good, fun and quick way to get your mind around the whole process and how the pieces fit together.
Building Your Sales Process (BYSP) is a free and very thorough exploration of the same 7-step process that will walk you through the development of your own customized, personal B2B selling system. When you are done, you will know exactly what to do to get new business.
The Momentum Selling System® is an inexpensive but very robust online sales training course that is similar to BYSP, but goes deeper into the concepts behind each of the steps, and also helps you develop a plan not only for the 7-step process but also addresses mindset, repeat business and client base management.
If none of that sounds right, I do personal coaching and offer a free 30-minute intake session so that we can both learn if it makes sense to work together 1-on-1. If this sounds interesting, click over to the coaching page on this site and sign up for the free session.
Here’s to your success!