More or less

I have been working with sales teams for years. Helping them improve their daily management by incorporating tools and new ideas. Constantly moving forward with the aim of providing more value every day.

A few days ago, following a training session, I became aware once again of the importance of focusing on what is important.

As a trainer, I understand that sometimes you fall into the mistake of wanting to provide a lot, the more the better, filling the other party with ideas and resources. However, more and more, experience tells me that a wealth of information is not synonymous with success. And sometimes, quite the opposite.

As a learner and in practice, wanting to pay attention to so many learnings, so many details, sometimes makes you less effective.

Has it ever happened to you?

I share with you an example that seems very enlightening to me.

The salesperson usually, when faced with an objection, tries to accept it (even if sometimes reluctantly) and at the same time looks for a way to turn it around to "convince" the other of the benefits of their product or service. Does it sound familiar?

From this perspective, I understand that often when the other objects, it hurts our heart. We experience this situation as a barrier and we seek to overcome it with the advantages that from our position would benefit the other.

This generates justifications, arguments in many cases without sense or not aligned with what the client is thinking. And here is one of the keys. What is the other thinking when raising such an objection?, given that the objection in many cases is a camouflaged and unclear doubt.

If my way of interpreting the objection is different and I understand it as an opportunity to delve into the mind of my client, everything changes. If I seek to "know" better and delve into what the other is telling me, the interaction with the other party will probably improve significantly:

- they will feel heard

- they will perceive that it is important to you that you want to know more

- you will be able to "convince" when the time comes with more data and more real: adjusted to your client's thinking

With this I would like to summarize that