Here's how you can overcome objections and close deals in outside sales with creativity.

Para superar obje??es e fechar negócios em vendas externas com criatividade, é crucial primeiro ouvir atentamente as preocupa??es do cliente. Em vez de responder imediatamente, pense em abordagens inovadoras para resolver suas obje??es. Use histórias e exemplos que demonstrem solu??es bem-sucedidas em situa??es semelhantes. Personalize suas respostas, oferecendo op??es alternativas ou b?nus exclusivos que agreguem valor. Mostre flexibilidade na negocia??o, propondo solu??es personalizadas que atendam às necessidades específicas do cliente. Ao combinar empatia com criatividade, você constrói confian?a e aumenta as chances de fechar o negócio.

God gave us two ears and one mouth for a reason...so we listen twice as much as we speak! Speak first to understand, then to be understood. -Steven Covey Be curious, not judgemental! - Ted Lasso

The problem is many customers don’t actually verbalize the real objection. They will give you a list to overcome and you think you have checked all the boxes. The absolute key is to overcome the objections they don’t verbalize. Typically, what ever industry you are in there are “standard” issues that are prevalent. Most times, Sales Reps are focused on specifics objections and don’t address the ones that everyone “knows”. At that point it comes down to a feeling the person making the decision has about the objections not addressed. If you are not the incumbent and they have a pretty good feel for their current vendor, they will go with the devil they know. Address the elephant in the room that most Reps don’t talk about specifically.

Take time each day to walk a mile in another person's shoes. Appreciate that we all have things we are going through and what we see on the surface is a small part of someone else's life, like the tip of the iceberg is small compared to what is underneath.

Don't be afraid to imagine the art of the possible. There is more than one way home, and so learn to problem solve as a team, you and the client stakehoders. Improvise, adapt, overcome! - Gunny Sergeant Thomas Highway

To build value, add value! Bring your own skill sets and real world experiences into play when managing their " why not" or reasons why the client doesn't want to proceed. If your solution can't resolve a client concern, emphasize all the advantages your solution WILL bring to the forefront so that your assets far outweigh your liability.

Anecdotes are helpful tools to get a person to see and understand from a different perspective. Relate the situation to a personal experience of your own, tell how you evaluated and considered resolution, and relate the positive outcome. Personal anecdotes can invoke emotional feelings in others, so show them your humanity!