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When you're selling, winning the argument costs you the deal. The speaker explains why listening to objections and understanding what the customer actually needs beats proving you're right.
When you're selling, winning the argument costs you the deal. The speaker explains why listening to objections and understanding what the customer actually needs beats proving you're right.
Foreign Friday where I share an insight from me to you. For years and years before I started my own business, I was in sales and I was a sales trainer. And I just love sales. I believe that sales good solid salespeople are solution people. They help people solve problems. They do a really good job with that. Good solid salespeople. And I think sales gets a funny reputation because there's a lot of people that don't really know how to sell and then it comes off inauthentic. But a solid salesperson is actually a really good solution provider. So I want to share I'm going to be sharing a few of these skill set tips on my Fit for you Friday. I know many of you that are subscribers to this podcast. You have your own businesses, you have your own brands, you have your own companies, or it's something you want to get into. And a commonality of what makes us successful is having the ability to sell in a way that works. So I'm going to be sharing those tips and I hope you enjoy those today. What I want to talk about with this is the idea of winning an argument and losing a sale. Let me get into that. You see, our egos want to be right. It's just a natural part of human life that we are born with egos. We want to be right. And it's important to recognize that within your business or if you're selling for someone else, that whenever you win an argument, you're going to lose the sale. You see, being right, it may feel good, but it never makes someone want to work for you. So I want you to check your intention before you make someone wrong. I was following a post from someone recently who they asked their audience how to handle a specific objection. And what was interesting is all of the answers and comments that were coming into this thread were making the client and the objection wrong. That's what they were doing. They were having their little witty responses on why the client is wrong and how to make them feel bad. And I giggled looking at this because I thought, well, that doesn't work. And that's all ego talking. You see, if you're getting the same objection over and over again, it's because you're not positioning correctly. It's not the objection. Here's what a client wants and needs. They want to feel heard. They want to feel understood. They want things to be their decision. They want to come to their own conclusions. They want to be guided and taught. But they don't want to be made wrong or shamed. They want a solution, and they want something that they can feel confident implementing. Now, this applies to any business, anything that you're selling. So how do you evoke this? Well, you ask good questions. You get better at asking good questions. And just when you think you're good at them, you get even better. The questions are everything. And then you start to listen, and truly listen without an agenda. You come from a place of compassion and service, and then you raise valid points to get them thinking, Work to shift their thinking and beliefs, but never make someone wrong.
