“If,you cannot get rid of,the family skeleton, you might as well make it dance.” George Bernard Shaw

The quote from George Bernard Shaw may not seem to have any relevance to sales and training but it does. It demonstrates an attitude that will serve you well in sales. That is to find out what your perceived negatives are and turn them to your advantage – make those skeletons dance!

You might confuse potential client comments as objections. You might hear:

• Your more expensive
• Your deliveries are too slow
• Your company is not big enough

And other such ‘objections’.

And if you do and your heart skips a beat then you ‘ain’t making the skeleton dance!’

Try being bold when confronted with:
“you’re too expensive”
and reply with
“Absolutely. We are because we can. We charge that because our clients are more than happy to pay those rates because of the results we generate. And let me tell you why………..”

Now that is a confident approach pre-empting any need to battle or overcome objections. It definitely negates any need for tricky sales closes.
Draw up a list of your perceived negatives and see how you can make the skeleton dance.

Note: Some of the concepts contained in this article were influenced by Barry Maher in his book: No lie:Truth is the ultimate sales tool. Check Barry out here: http://www.barrymaher.com/