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November 2012
Hallelujah, No More Debates! Right?
Thank God the election is over! Depending upon your choice, you may or may not be happy about the end result. But there’s one thing I’m ecstatic about – NO MORE DEBATES. No more presidential, senatorial, congressional, or water cooler debates. Why do some of us dislike the debates so much? My distaste for debates stems from an aversion to loud arguments, minimal facts, in your face tactics and the failed opportunity for a sincere discussion of important issues.
As I attempted to watch many of the debates ( and to be honest I gave up more often than not and turned to On Demand instead), the televised debates of all strips reminded me of how some sales people approach resolving a client’s objection to purchasing what they are selling. Answering objections should not be a debate. It should be a discussion. It should be a sincere conversation between two people that sheds light on the product or service being presented, that drives understanding between the sales person and the prospect and above all avoids the feeling that there must be a winner and a loser.
To be truly effective at answering a prospect’s objections, a great sales person understands the differences between debating and discussing:
Debating
Discussing
Requires and encourages conflict, a "clash" Based on the desire to find common ground
One sided opinions Opposing sides is not necessary
Argumentative
Free of argument
Must have a winner and a loser Making a point doesn't imply right or wrong

When a prospect objects to buying, what are they saying? They’re saying they need more information. They need additional data, examples, or clarity around what you are proposing. If you approach objection handling like a debate, there is little likelihood you will “hear” the prospect and their response will continue to be NO. Answering objections should be a discussion focused on ideas, on ways the client can benefit from your service or product. A discussion where both parties listen and learn versus shouting a viewpoint and insisting the other guy see it your way.
What better example of the futility of debating do we need than the political rancor we have all just experienced? Did any of the debates change your mind? Did you see any new ideas or solutions resulting from the debates? No, because that is not the nature or goal of a debate. Solutions and agreements however ARE the goals of a discussion. It’s time for sales people to understand that objections from a prospect or client should be the beginning of a discussion, of a meeting of the minds and not another round of extreme fighting.
Want to close more business by
successfully answering objections?
Sure you do!

Call Catalytic Management today and ask about training on solving objections and closing the sale!
978-562-5001
Change Your Thinking
For successful discussions, change your thinking from Argumentative to Parallel.
Or read
The Six Thinking Hats
by Edward DeBono.

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