Rajneesh Jain的动态

Most field sales folks struggle with this core selling skill.. But if you avoid these 12 common mistakes, I guarantee you would increase your closing ratio and 3-5x grow your business.. It is - Objections Handling 1. Not listening actively: Hearing the words but failing to understand the customer's underlying concerns. 2. Failing to acknowledge the objection: Not appreciating the POV is as good as insulting someone. Immediately jumping into the pitch, and ignoring the customer's objection altogether can be frustrating for the customer and may cause them to shut down. 3. Getting defensive: It's natural to feel defensive when someone challenges your ideas or product, but getting defensive can turn a meeting into 'Who is right' arguments. Better to remain calm and acknowledge the customer's point of view. 4. Providing too much information: Thinking to impress with knowledge by overloading the customer with useless info will not help. However, this can be counterproductive, leading to confusion and mistrust. 5. Not having enough information: Lack of knowledge about the industry & solutions, and not prep for the meeting can only make the situation worse. 6. Being too pushy: There is a difference between confidence and being too pushy. It will turn customers off. 7. Using jargon or technical language: Using jargon or technical specs/language can make it difficult for the customer to understand how it is ultimately going to overcome the business challenges. 8. Not addressing the underlying concern: Most concerns/objections are the symptoms of totally different problems and many times even the prospects are not consciously aware of them. 9. Ignoring non-verbal cues: Not paying attention to non-verbal cues like body language and tone of voice to understand their concerns. 10. Offering irrelevant solutions: One-pitch-fits-all and offering irrelevant solutions can make it seem like you're not listening to their concerns and have no clue. 11. Not following up: Failing to follow up and ensure they understand the approach and have most concerns addressed. 12. Taking objections personally: Taking objections personally and getting frustrated. Check the first comment and get deeper insights... #b2btechsales #b2btechmarketing #b2btechsalesos