For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). The absence of this capability restricts sales to searching for those ready to buy, and causes objections en route:
You’re getting objections not because of your terrific solution, your professionalism, your lists, your competition, the buyer’s need, or your price (It’s never ever about price.). Nor because buyers are liars (David Sandler once told me he never meant the take-away that that expression has evolved into.), stupid, or connivers.
You’re getting objections because you’re using content push and various methods of information sharing as your main vehicle to selling, before buyers are ready or able to buy, before they know why, or when, or if to hear your message. As a result, you’re getting objections because you end up merely seeking those who SHOULD buy, ignoring the vastly larger group who CAN buy but haven’t yet gotten ready (and who won’t object once they get their ducks in a row).
You’re getting objections because you’re reducing your entry points, and along the way, annoying those who don’t (yet) know how to respond to what feels like an invasion.
Sales is designed to
and as a result you’re getting objections. With a function limited to using solution-based information as the route to placing solutions and searching for those who SHOULD buy – and getting objections from those who don’t find relevance in your offering, or may feel insulted or made ‘stupid’ – sales overlooks the possibility of facilitating the far larger group who CAN buy. It’s only when they’re certain they can’t fix the problem themselves AND get buy-in, do buyers consider going ‘external’ for a solution. And objections are merely a reaction to feeling pushed by your content and goal to place a solution.
WHY YOU GET OBJECTIONS
I define ‘buyer’ as a person/group who has discovered they can’t fix a problem internally, traversed their change management issues, and has gotten agreement to seek an external solution. The very last thing buyers need is your solution – literally.
So here, in no particular order, is a list of reasons why you get objections, and why/how the limited solutions-push focus of the sales model merely handles a small fraction of a Buying Decision Path instead of actually enabling buying. And fyi: by adding the functionality to help potential buyers traverse their systemic change management issues first, you’ll never get objections.
You’re actually causing your own objections. You get no resistance when facilitating prospects through their own steps to congruent change first, get them ready to change, and continue on to placing your terrific solution content with those specific prospects who CAN buy. (Read my article on the Buyer’s Journey that lays out the entire Pre-Sales buying decision process.) But you’ll need to take a different – additional – path through a different lens. You’ll need to understand the change management issues within your industry. And no, you cannot use your current sales skill to accomplish this.
FOCUS ON FACILITATING BUYER READINESS FIRST
Here is the deal. Until now, you’ve waited while buyers do this change stuff: they must do this anyway (with you or without you). So you can continue pushing your content and getting objections, or you can add a new function to your outreach to connect with the right ones sooner: enter their decision path, get onto their Buying Decision Team, and facilitate the ones who CAN buy through to buying. Just recognize the sales model doesn’t do the facilitation portion as it’s solution-placement based.
I designed a new methodology to facilitate the front end of the decision path (Buying Facilitation®). It’s a change facilitation model that works with sales to help buyers congruently and
Buying Facilitation® is a generic change facilitation skill set, with no content focus, no bias, and is systemic in nature. It involves facilitating change (vs pushing content) with a new form of question (Facilitative Question) that enable systems to recognize their own criteria and manage change congruently; a new form of listening that involves Listening for Systems; and Presumptive Summaries to enable people to move outside of their subjective experience and view the entire situation as an Observer/Coach. I’ve trained it to about 100,000 sales folks globally, in several industries and product price points, and generally get a close rate of 5x the control group.
Right now, you’re closing 5% and wasting a lot of resource to find them. You’re hiring too many people to close too few; ignoring real prospects on route to making an appointment – and then going to appointments with a fraction of the appropriate people present, to push content they don’t know how to listen to, and fighting with competitors for the same restricted group of buyers – when if you could enter differently, with a willingness to add a new skill set, you could find/close more buyers.
There are a lot more REAL buyers suffering from lengthy Buying Decision Path confusions as they fumble through change. They really could use your help. Read Dirty Little Secrets; why buyers can’t buy and sellers can’t sell, and learn about the systems involved in buying (or any change), and add this to your sales initiatives. You’ll have more clients, shorter sales cycles, meaningful relationships built on trust, and no objections.
Sharon Drew Morgen is a Change Facilitator, working with sales (Buying Facilitation®), coaching, leadership, buy-in, implementations, and consultants. She has trained sales and management teams in global corporations for 35 years. She is the author of the NYTimes Business Bestseller Selling with Integrity, and the Amazon best sellers Dirty Little Secrets: why buyers can’t buy and sellers can’t sell, and What? Did you really say what I think I heard? Sharon Drew is also a coach, speaker, and consultant. She can be reached at firstname.lastname@example.org
Sharon Drew Morgen June 26th, 2017
Posted In: Listening