The Center for Sales Strategy Blog

Even when you are intentional about removing surprises and skilled at talking about price, you may still encounter objections during the sales process. Listening for objections along the way and handling each one as it comes up helps you avoid trying to address all the objections while you are presenting your proposal.

We're ignoring you. 

You know it's true. You've always thought it to be the case, but now you have confirmation. Prospects are ignoring you! And how I do know this? 

I'm a reformed client. 

Perhaps you got excited when you read the first part of the headline. I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist. Sorry to burst your bubble.  

It is not an easy task to set a needs analysis meeting with a new business prospect. Think about all the things you must do to earn the meeting...

Here’s a typical scenario:

• Identify prospects.
• Qualify and select the best prospects.
• Develop a valid business reason.
• Professionally and persistently pursue the prospect.
• Connect and set the meeting.

Some prospects take even more time and energy than the scenario listed above. The last thing you want to do is show up to the meeting unprepared! 

Before you can have a serious conversation about desired business results, you need your prospects to open up and tell you about their problems and challenges. When you meet someone for the first time, it can be challenging to get them to let their guard down when they don’t know you.

I just sat there and watched. I was too stunned to really do anything else. It was the best needs analysis that I've ever seen...

Have you ever met with a prospect for the first time and felt like the entire conversation was like pulling teeth? Maybe they took a bunch of "Oh I need to get that," phone calls or answered some urgent emails while you were waiting to ask your next question. Maybe you had to have your meeting on the phone, and you could sense the person you were meeting with was distracted and not focused during the little time you had.

Marco Polo, Christopher Columbus, and Magellan.

These are legendary explorers who set out to discover the great unknown of our world! These men were brave, bold, and courageous. They feared nothing. They were willing to risk it all for the sake of discovering a new world!