How to sidestep sticky sales situations.
Nine times out of 10, sales representatives don't ask for what they want or say what needs to be said. This is especially true in sticky sales situations. You can become a better communicator and avoid sticky sales situations by using this simple, three-step communication process.
Make people right even if they are wrong. Why? When you make people right, you build a relationship with them. This helps you move the communication process further along.
Ask permission. You are being highly productive when you do this because if people aren't willing to listen to what you have to say, you can save your breath and their time.
Here's the trick. You must get a "yes" or "no" from people. If they just give you an "uh-huh," that won't work. You must get a "yes" or "no."
In a sticky sales conversation, ask for permission by saying, "May I tell you something?" Keep it short and sweet. You simply want permission to proceed with the conversation.
If you get a "no," then ask for a time when he or she is willing to hear what you have to say. If you get a "yes," proceed to the next step.
Tell the truth. Sometimes we try to be accurate rather than truthful, compare rather than tell the truth or gather evidence that may not be true in order to prove our point or make someone else wrong. In all of these cases the truth is simpler and much more empowering. So tell the truth.
By following these three steps, you may still not have accomplished what you want. There may still be a sticky situation. Be careful not to regress to an emotional level of communication. Start the process over again. If you receive another objection, repeat the three steps again. Each time, make the other person right about what he or she said, ask permission and then tell the truth.
As you practice and use this process, which I call business finesse, you will have more energy and will be able to stay focused on what you really want out of a conversation.
This adds a new dynamic to your relationship with clients. Long-term relationships, high productivity and strong profitability happen because you create opportunities for them to happen. And you can create opportunities by finessing your way through sticky situations. PR
Fierce Females in the Life Science Space
March 29th 2024In this week’s episode, in recognition of international women’s month, Editor Miranda Schmalfuhs has compiled audio clips from interviews with female KOLs that she's been fortunate enough to speak with over this past month for content across a few of our brands.
FDA Approves Stelara Biosimilar Selarsdi to Treat Psoriasis, Psoriatic Arthritis
April 17th 2024Alvotech’s and Teva's Selarsdi (ustekinumab-aekn), the second FDA-approved biosimilar to Stelara, is indicated to treat patients aged 6 years and above with moderate to severe plaque psoriasis who are candidates for phototherapy or systemic therapy and for patients aged 6 years and above with active psoriatic arthritis.