According to Grant Cardone, there are 4 types of sales objections.
You may not sell professionally, but the ability to persuade, or at least be aware of what is happening while communicating with someone else is a skill that will benefit your life.
If “sales” makes you squeamish, call it communication.
Anyway, here are 4 reasons why people will stop talking to you when you’re trying to move them from where they are.
Power Acronym 116: P.T.S.M.
Product
The car doesn’t have enough space for a family of 4.
The shirt doesn’t fit.
That person had some serious issues.
The sale won’t close because it doesn’t meet the need, or the need doesn’t exist.
Find the right car, the right shirt, and the right person?
Happily ever after.
Time
“Time kills deals.”
If you’ve spent any time in a sales role you’ve probably heard that before.
People don’t want to spend all day at a car dealership.
It’s important to be intentional in the sale.
Timing is also important.
Sometimes the budget isn’t there. Or there are scheduling conflicts.
Fortune is in the follow-up.
Stall
One key piece of software in a freight brokerage is the Transportation Management Software, or TMS.
Because everything in the organization is connected to the TMS, changing the TMS is challenging for everybody.
It’s not a matter of affording the price of a new TMS, it’s the cost of implementation.
I consistently stall when talking to freight technology sales reps.
Maybe next year. Or never!
Money
It’s all about the benjamins.
An older lady we ship freight for said that to me one time.
When value exceeds price, a sale is made.
Sometimes all you need to do is help someone see how much value they are getting for their money.
If the market is competitive, the dollars and cents matter more.
Fair market pricing + a differentiated value proposition + the right client + who likes you and trust you = deal closed.
Product Time Stall Money - what do you hear most?
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