Overcome The Biggest Objection in Sales: Selling Against The Status Quo

Sascha Kronberg
Sep 19, 2017 · 4 min read

Ask the right questions to the right person!

When your prospect bought their now existing solution, what were the reasons for selecting the one in particular? Which benefits were most significant at that time, does it still match their true need? Who made the purchasing decision? What are flaws and problems? Most importantly, when was it purchased, and why? Speak to the people using their current solution to find out more about the status quo. What are you up against?

Define your value proposition

To overcome the obvious, you need to define your value proposition. It is not about what YOU think might be the USP. It is about what your product in comparison to their existing solution. What is the advantage of higher efficiency, productivity, ROI or personal status? The two fundamentals of human existence greed and fear work best in this case. A Skoda will take you from A to B; why would Tesla still sell cars? What is the added value to someone who can afford it? You may ask Al Gore, but you may also ask Gordon Gekko.

Create awareness; create a need

A few great inventions seemed doomed to succeed or to fail miserably. In 2007 Steve Ballmer was laughing at the iPhone and Apple’s ambition to run for 1% market share. Microsoft was ruling the business world, were Apple was targeting the consumer market.

Okay — it is funny today, but who would have known other than Steve Jobs?

Pitch the beneficiary

In the endless strive for market share and shareholder value, every CEO is open to investigate new options. Argue your benefits at the right level, to the right people, to the real decision maker. Money doesn‘t matter as long as you can prove your case in regards to their business.

Upgrade the pace of your pitching

You only have one mouth and one brain, and when selling directly and in person, you can only sell to as many as there are people in your sales meeting. How do you increase your efficiency? Give presentations in country clubs (where CEOs hang out on Thursday or Friday evenings), in association meetings, at the chamber of commerce, or at conferences. Be careful though; not all conferences get attended by board members. Argue your benefits in regards to their businesses, don‘t just push your products.

Sales Insider

This publication features tips and advice for all Sales & Marketeers professionals. With a focus on Europe’s largest economy, Germany, we provide insights on the market development and how to overcome challenges in prospecting new clients.

Sascha Kronberg

Written by

Sales Marshal. Based in Berlin, active across Europe. Helping businesses to increase sales. Get Training and Advisory NOW, at www.ignitemysales.com

Sales Insider

This publication features tips and advice for all Sales & Marketeers professionals. With a focus on Europe’s largest economy, Germany, we provide insights on the market development and how to overcome challenges in prospecting new clients.