sales dopers: how do you deal with prospects who raise goofy objections?

Cafe Society
1

I will soon be leaving my job as an attorney at a big lawfirm, and joining a small startup that sells software to lawfirms. I’m looking for advice regarding sales.

My job will likely be product development/marketing type role. I will be doing some sales calls, although my job won’t be exclusively (or probably even primarily) sales.

I’m particularly curious to hear about successful strategies for addressing objections raised by prospective customer. For example, you explain how your product solves a particular problem very well, and the customer says “well, what about this [totally unrelated] problem? Can it solve that? Why can’t it solve that?” How do you deal with that situation when it’s clear from the question/objection that the prospect has missed the point?

I know there are whole books written on this sort of topic, and I’m sorry if I’m not asking my question very well. (I guess I’m revealing just how much help I need with this)

I know the old rule that you must never ever ever argue with a prospective customer, but I’d really appreciate hearing from you all about how you should respond. Also, if anyone can recommend good books or other resources, that would be great too.

Thanks,

Constantine

I won’t officially be a salesperson, but I will be making some sales calls.

2

You let the customer know that you are concerned about his problem; then carefully explain what you need to tell him about why it would not be a problem. Couch your response in terms that get him to follow you, ask him “yes-only” questions so that he is agreeing with you. Once you have him there, point out a benefit of owning the software package that’s (somewhat) related to the objection, then make your closing statement and ASK FOR THE SALE.

Repeat when necessary.

If the person keeps missing the point, re-qualify your lead: Are you talking to the right person? If so, does this person know what he needs to know to be a customer for your product? Some leads just go nowhere; you have to accept that fact.

You will learn technique from your supervisors; but most of a salesman’s job is motivation. There are many books that can help you but the true guru of sales is Zig Ziglar.

Best I can do in a short post. (I used to train salespeople.) Do you need another salesman on the team? :wink: