I think your product doesn’t work. You guys have no idea what you are talking about, advertising doesn’t work anymore. We just need to be on social media.
You are overpriced and won’t deliver the results that I need, I have no doubt about that. Sales objections. We all get them every single day if we are really doing the job that we are expected to do.
But how do you respond to a tough, personal at times, sales objection? That’s the age old question that I will seek to answer today.
It starts with my Hot Dog Stand Marketing Version of Sales. It is my own creation, my mission statement that I use each and every day. 10 Building Blocks for sales success no matter what decade/age we are in. It is explained in much more detail in my book or at a speaking engagement or workshop (see below to make that happen) but over the coming weeks here at RBR I will delve into each of my 10 traits and steps to ensure that we thrive and don’t just survive in the radio world for the coming decades.
Number Seven: Ability to check your ego at the door.
When we receive these objections, it is very easy to combat with personal and loud responses. To tell that client who just told you that radio doesn’t work to snap back at him that “Yeah it does, you just have no idea how to use it.”
The strongest sales people are calm in the presence of a good tough objection, pause and think after listening and digesting their information, then politely explain their side of the story. It is a tough bind to be in. Often you feel like your livelihood is being attacked, all the work you do each and every day is being torn down by someone who doesn’t know what it’s like to be in your shoes. Your ego builds up and you snap back. But the absolute best sales people know that it’s not an attack on you. They just might have had a bad experience, not know the truth, or are just trying to play hard ball.
To handle these tough objections with merit, patience, and resolve instead of anger, low blows, and too much passion is the ability to check your ego at the door when you walk into any sales call. Every day you are representing what you feel is an outstanding product and you build that ego up at times about how great it is. All of the sudden you are being told your product is ugly and old and you take offense. If your ego is checked at the door then your alerts aren’t on such a high level and you will be able to communicate back to the prospect or client how you really feel without coming off as a upset, boisterous, and tough talking sales guy.
When we check our ego at the door we can empathize better with the client. We can be more patient and listen to them and try to understand their viewpoint instead of just talking and coming back at them.
The more we can check our ego at the door the better opportunity we have to succeed in showing that client our side of the story and maybe proving to them that it is worth it to do business together. The better chance that the client will see that success can occur by working with your company. If your ego is checked outside and you can walk in with an open mind, a patient thought process, and attention to detail in listening to what is really at the root of the client’s problem then greatness will occur for you each and every day. Put that ego in your glove compartment prior to walking into your clients meeting and see how high you will soar!
Number Eight, coming soon!
Thanks for reading today and always everyone! Have a wonderful day and if you are looking for ways to build your sales career and get re motivated in your career…Hot Dogs A Little Marketing and A Lot of Fun may be just what you need to get your spring started on the right foot! Pick up a copy HERE today of my debut book on sales and marketing.
If you want to get all of my updates on marketing, radio, and sales you can LIKE my Facebook page at www.facebook.com/marketingfunwithmike, FOLLOW me at http://twitter.com/marketingmiker, and if you are interested in hiring me for a Keynote or Full/Half Day Hot Dog Stand Marketing and Sales Interactive Workshop for your company email me at [email protected] and check out http://www.marketingfunwithmike.com/hire-mike-to-speak for more info.
Carpe Diem!
Mike
–Mike Rudd is a Sports Marketing Specialist, Author, Speaker, and Hot Dog Extraordinaire! He can be found at www.marketingfunwithmike.com and his new book Hot Dogs, A Little Marketing, and A Lot of Fun can be found on Amazon.
