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I sat in on my first sales training session today. During the session, I learned different techniques for overcoming objections. I understood the rationale for the techniques like the feel, felt, found method; which is used to relate to the customers feelings, inform them that other customers had experienced much the same problem and give the prospect a WIFM (what is in it for me). Also I learned how to play catch, no not like Frisbee, but a tool that is used to learn more information so the sales rep has time to think and is able to reposition his offering and clear up the objection. Then someone else in the meeting made the analogy that these situations are like playing chess. One must always be able to remember the results of past moves and foresee how the other player might respond, so that all options can be contemplated. Each move the salesperson makes is a culmination of all the situations that went before and careful planning about what moves to make following an action by the prospect. As a chess player, I thought about this and realized it was spot on and everything new I was learning seemed extremely familiar.
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