One of the issues with new b2b sales people is the lack of frank or candid dialogue with a prospect or customer. Now understand I’m not saying you should be combative or defensive in your talks with prospects or customers – what I am saying is you must get to the meat of touchy issues or potential problems or setbacks.
Too often I see b2b sales people attempting to be politically correct or something – it just frustrates me when I witness it.
Look the Sales Superstars don’t dance around tough topics, they attack them head on and direct. Let me clarify something here – you can be direct about a topic and be wise regarding how you say it. Being direct and rude does not get you a victory in this game – you will lose your credibility and rapport.
Looks like we are back to the rapport, trust and credibility thing again. Building rapport is all about building trust which when used with experience and expertise leads directly to credibility. You must take the time to develop these soft skill issues before charging head long into a touchy or difficult subject.
So assuming you have build rapport, trust and credibility, you are now ready to deal with any other issues you have learned about through your questioning skills. So what are some of these tough or difficult topics?