The Naked Salesperson by Renée Walkup & Sandra McKee

Author:Renée Walkup & Sandra McKee
Language: eng
Format: epub
Tags: ebook, book
Publisher: Adams Business, an imprint of Adams Media, Inc.
Published: 2010-07-15T00:00:00+00:00

Chapter 5

HANDLING THE TOUGH QUESTIONS

SALES SITUATION: I’m afraid they’ll attack me with their questions.

Imagine yourself moving up and down the mat, thrusting your epee at your opponent as you attempt to protect your own hit zones. You came into the fencing match with a particular strategy and thought you knew your opponent, but now he’s enacted an offense that has thrown you off your game. You need to know how to react quickly and alter your strategy in order to connect with the winning strike.

Sound a little like the question-and-answer session during your last pitch?

For a sales call Q&A session, you also have protection— maybe not a padded jacket, gloves, and a mask like in fencing, but certain strategies for parrying, blocking, and capitalizing on what comes at you from the buyers. As long as you are exchanging thrusts, you still have the chance to pull off a coup and win.

Selling naked creates a natural order for exchanges with the audience. You are able to organize and present just the right combination of information and persuasion before the decision makers can ask questions. The setup is all up to you. In this way you can defuse many concerns or questions in advance. The Q&A session is inevitable. But it will be the time to really put to rest any issues or objections your buyer might have that are acting as roadblocks between you and that purchase order.

So, welcome the time for questions. Be confident and sincere. Remember, if customers are talking, they are creating an opportunity for you to close the deal. The Q&A is their time to talk and the naked salesperson’s chance to go for the winning blow.

E—Engage questioners in positive dialogue.

Go in Ready

In this chapter we will cover the necessary techniques that will help you to come across as brilliant and credible—two important attributes of a salesperson whom customers will be confident doing business with. Don’t think for one minute that slick, skillful answers just occur “off the cuff.” When you hear interviews with famous people, know that those people are coached and drilled on what to expect and how to answer certain questions. That’s why they sound so good: they’re not surprised! They went into the interview expecting the types of questions that were going to be asked, and they had an idea of how prepared speakers were going to answer them. They didn’t even really have to think when delivering their answers on the spot.

Guess, what? You can be the same way. Your best protection is preparation. Just as a fencer has to learn defensive and offensive maneuvers before ever facing an opponent in a match, you need to get into your customers’ heads and learn to expect their opposition. What are they likely to ask when you get to the Q&A session?

Undress Rehearsal

The techniques in this guide are meant to turn you into a naked salesperson, someone who can be him-or herself and connect with others. When you truly connect with people, you can anticipate what they will ask.

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