Sales Questions

When coaching sales, it's important to consider knowledge, skill, and behavior. Salespeople often struggle with competitor objections and tend to give vague responses when asked how they handle them. This highlights the need for improvement in knowledge, skill, and behavior. Salespeople should be able to confidently and consistently respond to objections without fear or hesitation. Confidence comes from repetitive practice and positive reinforcement. It's essential to assess knowledge, skill level, and confidence when dealing with objections. So again, when we talk about coaching to sales, think about a competitor price objection. And if you have a pad of paper, write this down. Knowledge, skill, and behavior. Every time you sell, knowledge, do you know what to say and do? Skill, can you do it thoughtfully, professionally, consistently, without hesitation? And behaviorally, can you do it with confidence and conviction, void of fear or anxiety? I share this not as a negative towards salespeople, but as a perspective. Every time I've asked a salesperson the following question, when you get a competitor objection or when you get this type of objection, what do you say and do in that moment? Do you know nine times out of 10 what I get is, well, what I try to do is, and they start to narrate. That's not an answer to the question. So a lot of times, the great thing about being in sales, it cultivates the skill of shooting from the hip. The worst thing about salespeople is we tend to shoot from the hip too much. So the question could be knowledge. Walk me through, step-by-step, what you're gonna do to handle that objection so I don't make assumptions. Skill, let's practice that, I'll go first. Through practice and knowledge, combined repetitively together over time with positive reinforcement, what you've essentially accomplished is confidence. Confidence comes from repetition and practice combined with positive reinforcement. We have to ask questions of knowledge. Do you know what to do and say? Or what are you going to do and say? What would be your description of your skill level? And what's one word you would use to describe your confidence right now when getting that type of objection?