Answers to Your Burning Sales Questions from RainMaker Blog by John Doerr

Answers to Your Burning Sales Questions:
Have you ever had one of those sales conversations where the prospect wants you to send a proposal immediately—before you’ve had a chance to do needs discovery? Or one where they tell you flat out that your solution costs too much? Or how about a sales meeting where the prospect is being ever-so-polite, yet you sense unspoken objections sitting like elephants in the room?
There are times when the prospect throws you a curve ball that you’re not ready for. You leave the meeting or hang up the phone with an unsettled feeling: What did I do wrong? How could I have handled that better? What should I do the next time?
We’ve all had those experiences. And it’s one reason why the monthly coaching phone calls in our online sales training programs are so popular. There’s nothing like getting supportive feedback on what you’re doing well and advice for how you can improve directly from a sales expert who is your trusted advisor.
While our coaching calls are exclusive to members of the online training programs, we decided to share some recent sales questions here, as well as audio clips of the answers from me and fellow program leader Mike Schultz. You can use these immediately to help you improve your sales conversations.

John Doerr, Co-President of RAIN Group

Question: With titles meaning less and less these days, how do you make sure you’re talking to the economic decision maker?
Question: One of your methods for starting a relationship with a buyer is to use incremental stepping stones, starting them off with something small and gradually moving on to larger engagements. How does this work in an RFP-dominated industry?
Question: How do you respond to the objection, “You cost too much?” I’ve read your book and you outline a process of asking questions, but this seems awkward to me once a price objection is raised.

Mike Schultz, Co-President of RAIN Group

Question:  How do you uncover a hidden objection when a prospect isn’t saying much but you sense they are not ready to buy?
Question: I run a relatively new business, so I don’t have a long track record to substantiate my value. How can I overcome this challenge to earn credibility?
Do any of those questions resonate with you? If so, try using the suggestions offered and let us know how it goes.
If you’d like more RAIN Selling^SM insights and answers to your specific sales questions, keep reading below because we have a special two-day offer in store for you.

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