There is a car commercial running were a husband is sitting in a car with the salesperson. The wife is standing outside the vehicle looking in on her husband, but unable to hear the conversation inside. Though the husband has a "I'm beating up the sales guy for the best deal" look on his face, he's nicely asking the salesman to just "play along" to make his wife think he's working the salesman over in order to get a great deal on the car.
This commercial is a great example of how people THINK they are supposed to behave in sales situations or when negotiating a deal - especially men. Guys are more used to this type of adversarial behavior and don't take any of it personally. We ladies, however, aren't as good at separating our emotions from the situation at hand and therfore, we often feel attacked in these situations.
I often receive questions from women in sales revolving around dealing with difficult decision makers - specifically when selling to a partnership or group.
For example, a wedding coordinator is called by a future blushing bride to set up a sales meeting, then feels verbally "attacked" by the soon-to-be-groom during the meeting.
Or, the head of a committee contacts a leadership expert to meet to discuss a training program for his association. During the sales call, a committee member zings overly harsh questions at the leadership expert seemingly trying to "stump" her.
Or, perhaps, a communication consultant is brought in by the department head of a large corporation and is grilled by another department head throught the meeting.
These are all situations which have happened, and will continue to happen as long as there are sales meetings.
However, there is not need to panic if you don't like being verbally beaten up during a sales call. You don't have to enjoy it, but you do need to learn how to handle it if you want to keep closing deals.
Here are five things to consider if this happens to you:
1) Don't see the person with all the questions as attacking you. Keep in mind, he feels it's his job to question you - and perhaps even to "stump" you with his questions. Many people - mostly men - learn from early on that you have to "break down" the "opponent" in order to "win." He's not really out to get YOU personally, he simply believes it is his duty to squeeze you for every ounce of information in order to get the best deal. Even when he agrees with everything you say, he'll point out an opposing view just to make sure he's "covered all his bases."
2) The "Devil's Advocate" is usually always the person who questions everything, so don't think for a minute you are the only one he's questioned. If the other committee people have worked with this guy before, they're used to his questioning tactics and therefore, it won't reflect badly on you. In fact, most Devil's Advocate types don't even realize how "attacking" they can be. They think they're just effectively doing their due diligence.
3) Learn to welcome his questions, or at least appreciate his underlying motive. Thank him for his interest in what you do and answer his questions without getting upset. Again, he is not out to get you personally - he just feels this is how business is done. If you don't fall apart or act like you are being attacked and simply answer his questions he will eventually stop.
4) Ask him questions. "What are his chief concerns about hiring a wedding planner?" "What other questions does he have?" "Is there anything else he needs in order to make a decision?"
5) Realize that the Devil's Advocate may turn out to be your biggest advocate. Once he feels satisfied that he has left no stone unturned and you are indeed the correct person for the project, he will fully support your hiring and be right behind you throughout the project.
So, keep in mind these five items when selling your next Devil's Advocate. You might even learn to ENJOY working with this type of person!
Kirstin Carey is a consultant, award winning speaker, and author of "PowHERful Communications for Women Who Want to be Heard." As a woman business owner, Kirstin fully understands what is necessary for women to be successful entrepreneurs. To find out how you too can love your business everyday and live the entrepreneurial life you want, visit http://www.powherful.com
Through out our career and lives we regularly get an... Read More
Imagine...you inquire about a product. The salesperson does everything right.... Read More
I've been getting lots of email from my readers lately.... Read More
So -- you've just gotten off of the phone with... Read More
1. Add a no-fee interactive game to your web site.... Read More
Implement these smart sales marketing secrets and you'll be capable... Read More
Customers will ask you a question and you'll proceed to... Read More
Emotion and reason mix very well together to make excellent... Read More
"Leadership rests not only on outstanding ability. It also rests... Read More
Did you ever meet someone with whom you just clicked?... Read More
What do you do when you have a big sales... Read More
When selling a product to a consumer, one of the... Read More
How did you do this past year on your sales... Read More
Ever lost a sale? Of course you have, we all... Read More
Setting prices is a dilemma most service business owners encounter... Read More
Here's a surefire method to guarantee you achieve the best... Read More
Do you have any idea what your customers have experienced... Read More
The art of backend sellingThe backend sale can be more... Read More
The quickest way to increase sales is to make things... Read More
In my dreams, I envision being the marketing consultant equivalent... Read More
In his classic book, "Think and Grow Rich", Napoleon Hill... Read More
Having spent so many years in retail, I always enjoy... Read More
Everyone knows the importance of having a positive attitude, especially... Read More
Recently I received a prospecting voice mail message from a... Read More
Does this sound familiar? With high expectations, you sent your... Read More
As business owners we all know that in a ideal... Read More
This is a stupid question but it has to be... Read More
We all want to belong. As humans we feel the... Read More
If you're looking for a successful salesperson to hire, a... Read More
What are values? Values are filters that everyone uses to... Read More
Just a few critical distinctions can supercharge your communication skills:1... Read More
You've probably heard people speaking about someone that he was... Read More
The telephone is still the best and most effective way... Read More
Recently I received a prospecting voice mail message from a... Read More
I just finished reading another sales copy ending with the... Read More
When making your living in the sales industry, and working... Read More
"The Close" is sales jargon for the bit where you... Read More
Better than offline promotion such as press releases, talks, or... Read More
1. You could end your ad copy with a discounted... Read More
Most salespeople are under the false belief that the lower... Read More
If a store had a great discount in the middle... Read More
There is a new trend in the way wood decks... Read More
If you've ever flown economy class on an international flight... Read More
Sales marketing online is an art that you must keep... Read More
Last Friday, I was spending one last day of freedom... Read More
Just because your business is based in your home that... Read More
One of the interesting things about being a coach and... Read More
One of the best projects to undertake as an online... Read More
1. Find a strategic business partner. Look for ones that... Read More
In most businesses, when sales are slow or low, the... Read More
Your mission as a business owner is to develop a... Read More
What do you do when you have a big sales... Read More
In studies conducted by Motivational Systems of West Orange, New... Read More
Would you like to multiply your web site sales? Or... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
Do you invite your prospective customers to ask questions ...or... Read More
Most people don't realize how powerful a negotiating tool silence... Read More
Increase your sales-in five minutes. This article is the third... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
One of the biggest problems for many business owners is... Read More
Almost all Internet Marketers have a basic idea of what... Read More
Training your salespeople to not waste time working unqualified accounts,... Read More
There are always some great, fast and easy ways to... Read More
If you knew a few sure fire ideas that have... Read More
If you're a business person you want to sell your... Read More
A lot of energy is expended within selling organizations as... Read More
Sales Training |