Just as the rookie often starts too soon and causes the 5 yard penalties through a “false start” news salesman can have their own false starts. “Why Rookies Get Sales Objections (and Old Pro’s Don’t)” offers some interesting insights into the difference between rookie and seasoned professionals that may be of interest to you.
Your game plan should not be about pitch and receive and recover. Pitching sales is not appreciated by the customer and as a sales professional you probably aren’t interested in continuous rejections.
As the article explains:
You can find out up-front, early in the sale if any of the typical concerns or issues are going to stop a deal. And if they are going to stop a deal, either get out of the deal early, or figure out a way to make the issue acceptable to the customer.
The excitement of the bowl games may make even the most seasoned professional to cross the line of scrimmage too soon but the veterans of the team can provide a calmness that keeps everyone focused on the end zone and the end game.
The same can be done with your sales team, just prepare and respond to concerns just as the football team anticipates and adjusts plays as necessary.
Stephanie Ringer, January 4, 2012
