Dealing With Christmas Objections – Part Three

Last time, I gave some of his top tips on how to avoid the Christmas objections. We are now in the final week so this is your last chance to secure those sales with these tips on improving your sales technique!
Sales Tip Number 3 – Ask Better Questions
Most salespeople and decision makers I meet struggle with asking ‘good’ questions. Questions that get them the information that other people don’t get. Questions that elevate the decision maker’s perception of you. Questions that make the decision maker think….
Most salespeople and business owners seem to think that the other person says ‘call me after Christmas’ or something similar, that means end of conversation/meeting! Who said?!! Before the end of this conversation or meeting you need to ask some more questions to get the information you need!
The most important thing to find out here is if they’re trying to ‘fob us off’, without asking or accusing them directly! There are a number of ways you can do this, but the important thing to find out here is the motivation or urgency behind the project (if you haven’t already of course).
If you can establish there are genuine reasons to put the order/project/appointment on hold until the New Year, you’ve lessened your chances of being ‘fobbed-off’ and it should be relatively easy to pick things up from when you left off come January.
If on the other hand, the decision maker doesn’t appear to give specific reasons for the delay, they don’t seem as interested/motivated as they were, or they seem to want to get rid of you as fast as possible, that’s a pretty big sign they’re trying to fob you off!
Sales Tip Number 4 – Have The Right Attitude
The attitude of the salesperson or business owner is also vital in getting the results that you want here. I’ve seen far too many people trudge round on appointment after appointment, or from phone call to phone call looking and sounding like they’re terminally depressed! Not many people are going to buy from you in that state, are they?!!
If you pick up the phone or walk into a meeting expecting the other person to say ‘call me back after Christmas’ then guess what you’re probably going to get in most cases? You guessed it!….
If you’re in a competitive market you can bet that the buyer or decision maker is talking to other suppliers. And all it takes is for the salesperson at one of those companies to be better at dealing with the ‘Christmas’ objections than you are…..then when you ring back in January they’ve bought! But off someone else….
The decision maker might say ‘oh we went with xyz firm because they had a better proposal’ or ‘we went with abc because they have us a cheaper price’……but in most cases what they mean is ‘we went with xyz because they dealt with the ‘Christmas’ objections better than you did….and that won them the business’.
Now that you’re aware that’s often the case, you’re not going to let that happen to you in future…are you?

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