{"id":11798,"date":"2016-02-04T18:35:57","date_gmt":"2016-02-04T18:35:57","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/how-succeed-sales-problem\/"},"modified":"2024-08-20T01:40:00","modified_gmt":"2024-08-20T01:40:00","slug":"how-succeed-sales-problem","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/how-succeed-sales-problem\/","title":{"rendered":"Challenge Your Sale: Strategies for Overcoming Common Sales Hurdles"},"content":{"rendered":"\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/how-succeed-sales-problem\/#As_a_buyer_what_comes_to_mind_when_you_think_of_the_word_%E2%80%9CSalesperson%E2%80%9D\" >As a buyer, what comes to mind when you think of the word, \u201cSalesperson\u201d?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/blog\/how-succeed-sales-problem\/#The_Traditional_Sales_Approach\" >The Traditional Sales Approach<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/blog\/how-succeed-sales-problem\/#The_Buyer-Seller_Dance\" >The Buyer-Seller Dance<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/blog\/how-succeed-sales-problem\/#Who_wins_in_this_process_Why_are_we_still_doing_things_this_way\" >Who wins in this process? Why are we still doing things this way?<\/a><\/li><\/ul><\/nav><\/div>\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"As_a_buyer_what_comes_to_mind_when_you_think_of_the_word_%E2%80%9CSalesperson%E2%80%9D\"><\/span>As a buyer, what comes to mind when you think of the word, \u201cSalesperson\u201d?<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>Usually what comes to mind are things like\u2026 used cars, polyester suits, briefcases, and flip charts or PowerPoint presentations. Many people dislike dealing with salespeople, and some even shudder at the thought of being one. In our experience, more than half of the salespeople out there don\u2019t like selling and work hard to avoid looking like a \u201dtypical\u201d salesperson. Few, if any, children grow up dreaming of being salespeople, yet it is the most common profession in the world. Why is that?<\/p>\r\n\r\n\r\n\r\n<p><strong>Salespeople are too often perceived as:<\/strong><\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>High-Pressure<\/li>\r\n<li>Boring<\/li>\r\n<li>Manipulative<\/li>\r\n<li>Not Listening<\/li>\r\n<li>Unhelpful<\/li>\r\n<li>Time-wasters<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>You know the kind of salesperson we are talking about. The one that needs a sale so bad you can smell it on them, and they almost knock you back as you retreat from their pitch. They are fast-talking, guilt-tripping, suit-wearing, business-card-slinging salespeople. They will do anything and say anything to make a sale. Why would anyone respond positively to that sales pitch, and why would anyone ever want to be like that?<\/p>\r\n\r\n\r\n\r\n<p>We have found that most people end up like that by default. They have seen the salesperson stereotype so many times that they believe that is how salespeople are supposed to look, talk, and behave. And, it seems that it works just enough times to keep most people believing that it should be and has to be this way.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"The_Traditional_Sales_Approach\"><\/span>The Traditional Sales Approach<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>The traditional sales approach goes back over 100 years. It is commonly credited to a man named St. Elmo Lewis, who was ironically imprisoned for violating anti-trust laws. You have seen the traditional sales approach thousands of times in your life:\u00a0at networking events, retail stores, multi-level marketing pitch sessions, and from door-to-door salespeople. They get really excited about what they have to offer, jump into a presentation to tell you all about it, and then go for the close. For every objection you have, they have a witty retort already scripted. Sometimes, they even encourage you to object, so they can prove how good they are. In general, though, most of us buy in spite of this approach, not because of it.<\/p>\r\n\r\n\r\n\r\n<p><strong>The traditional sales approach usually looks something like this\u2026<\/strong><\/p>\r\n\r\n\r\n\r\n<ol class=\"wp-block-list\">\r\n<li>Generate Interest<\/li>\r\n<li>Present<\/li>\r\n<li>Trial Close (Always Be Closing)<\/li>\r\n<li>Overcome Stalls and Objections<\/li>\r\n<li>Close the Sale or Start the Chase<\/li>\r\n<\/ol>\r\n\r\n\r\n\r\n<p>If the buyer has actually determined the product or service is something they want, then the sale is closed. However, more often than not, the buyer slips away with a crafty excuse. The salesperson is forced to begin the chase of tracking them down, leaving messages to their voicemail, or receiving put-off after put-off. \u201cThink-it-overs,\u201d \u201cmaybes,\u201d and other delays usually end up in sales never-never land where they rarely evolve into actual sales.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"The_Buyer-Seller_Dance\"><\/span>The Buyer-Seller Dance<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>Most people are not even aware of it, but they have adapted a self-defense strategy against the typical salesperson. It starts at an early age when you see how your parents fended off salespeople, and it becomes ingrained in your subconscious as a default response when you feel any kind of \u201csale\u201d coming your way. Many of us have even developed a few tricks to get what we need out of the salesperson and then get rid of them without committing to anything.<\/p>\r\n\r\n\r\n\r\n<p><strong>The buyer\u2019s defense mechanisms sound something like this\u2026<\/strong><\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>Not interested\u2026 Just looking\u2026 I can take care of myself, thanks\u2026<\/li>\r\n<li>Can you tell me a little more about&#8230; How much does it cost\u2026 Why is yours better\u2026<\/li>\r\n<li>I need to check with my spouse\u2026 I will come back\u2026 Let me roll this around for a while\u2026<\/li>\r\n<li>This is exactly what we need to do a budget\u2026 I will let you know\u2026 We\u2019ll call you\u2026<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>If the salesperson uses the traditional sales model or does anything along the way to trigger the prospect\u2019s defense mechanism, they will end up in this buyer-seller dance. And again, they play right into one another. If the salesperson tries to push too hard, the buyer will slip out from their grasp with one of the scripts above. The salesperson thinks they are leading this dance because they are doing all the talking and following their sales script. However, the buyer is really in charge because they are holding all the cards, and only they know what their next move is.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Who_wins_in_this_process_Why_are_we_still_doing_things_this_way\"><\/span>Who wins in this process? Why are we still doing things this way?<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>No one wins. Many people think \u201csales\u201d is manipulative, but it is fair to say that the prospect can be just as manipulative as the salesperson. The salesperson gives up their unpaid consulting, and the amateur buyer is left making a partially informed decision.<\/p>\r\n\r\n\r\n\r\n<p>Think about it this way. Would it make sense if you went to the doctor\u2019s office with the flu and instead of offering his professional diagnosis he said, \u201cHere are all the great prescriptions we can give you, and here\u2019s a brochure on their benefits and side effects. Which one would you like?\u201d That might be fun for some prescriptions, but how many times do you think you could pick the one that actually cured you? Why would you use that system to choose a solution to any other problem?<\/p>\r\n\r\n\r\n\r\n<p><strong>You probably shouldn\u2019t sell or buy that way, because the results are costing both parties.\u00a0<\/strong>And just because everyone else in your industry is selling that way doesn\u2019t mean you have to. Everyone knows those veterans in their industry who work half as much but make twice as much as everyone else. Those kinds of results are possible for you, too. You can have fun in the sales process, take off early on Friday, and still grow your business. You just need to <a href=\"https:\/\/www.sandler.com\/sandler-selling-system\/\">challenge your sales approach<\/a>.<\/p>\r\n\r\n\r\n\r\n<p>Think about the great consultants and professionals you know. Do doctors sell you with hype and give away their expertise in free consulting? Or do they have a line of people waiting to pay for their unquestioned diagnosis? Do actors or famous authors have to tell everyone how great they are and deal with people thinking-it-over and wasting their time? Or do they have others begging them to work on their projects? There are experts and professionals who sell every day without utilizing the traditional sales system and without dealing with disingenuous prospects. Mark Cuban famously said, \u201cEveryone returns my call.\u201d What if you could say the same?<\/p>\r\n\r\n\r\n\r\n<p>Stay tuned for next week&#8217;s post about the solution to sales success. Learn to <a href=\"https:\/\/www.sandler.com\/blog\/three-ways-sales-leaders-can-develop-a-powerful-sales-strategy-in-a-digital-environment\/\">transform your sales strategy<\/a> to <a href=\"https:\/\/www.sandler.com\/podcasts\/overcoming-top-sales-challenges-podcast\/\">navigate sales challenges<\/a> and <a href=\"https:\/\/www.sandler.com\/whitepapers\/3-questioning-strategies-to-help-you-close-the-sale\/\">close more deals<\/a> effectively.<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>As a buyer, what comes to mind when you think of the word, \u201cSalesperson\u201d? Usually what comes to mind are things like\u2026 used cars, polyester suits, briefcases, and flip charts or PowerPoint presentations. Many people dislike dealing with salespeople, and some even shudder at the thought of being one. In our experience, more than half&#8230;<\/p>\n","protected":false},"author":167,"featured_media":11799,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1024,1118,1105,1215],"class_list":["post-11798","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-sales","tag-sales-approach","tag-sales-process","tag-selling-behavior"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Challenge Your Sale: Elevate Your Sales Strategy | Sandler<\/title>\n<meta name=\"description\" content=\"Adopt Sandler&#039;s &#039;Challenge Your Sale&#039; approach to transform your sales strategy. Learn to navigate sales challenges and close more deals effectively.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/how-succeed-sales-problem\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Challenge Your Sale: Elevate Your Sales Strategy | Sandler\" \/>\n<meta property=\"og:description\" content=\"Adopt Sandler&#039;s &#039;Challenge Your Sale&#039; approach to transform your sales strategy. 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