This week’s question from our portal “Ask Us Anything” comes
How would you overcome the following sales objection?… I’ve been talking to a potential client and they’re telling me, “We’re already doing X, Y, Z on our own, and things are going well. We’re handling it internally, and we don’t really know if we want to outsource for help.”
How do you properly communicate the value of the services you’re providing without being overly salesy? Do you provide client testimonials? Or go more in-depth about the service?
Great question!
First off, I would get rid of the word “overly salesy.” Just erase that idea from your mind.
This is about communicating to get an understanding between two people.
You should aim to become very knowledgeable about the problem your potential client has,
so that you know whether or not they’re actually “handling” it.
Anybody can say “We’re handling it” when they’re not it—but you wouldn’t know that unless you had an in-depth knowledge of how the problem is affecting them.
Think about what problem you solve for people. You have to gain a deep mastery and understanding of it, so that you know what it takes to solve the problem. You’ll be able to recognize when it hasn’t been solved yet.
If you have that knowledge, you can ask very specific questions that will tell you if your potential client is truly handling it or not.
During a sales conversation, you can explore everything you need to in order to figure out what’s needed to help them. You can ask very specific questions. There’s really no place that’s off limits to go.
And if they don’t want to have the conversation, they’ll just get off the phone with you, which is totally fine.
David
P.S. Do you want to become masterful at sales and learn how to overcome any and all objections—without pressuring, pushing, or manipulating anyone? If so, join me for my exclusive sales training program, “The Matrix.”
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