The difference between a ‘deal killer’ and a ‘deal pauser’ when handling client objections

Consumers today have more options than ever before leading to many of you dealing with client objections nearly every day. But, how you respond could make the difference in eventually coming back from that objection and closing the deal. On today’s show, we’re pleased to welcome Jeff Shore, sales trainer, keynote speaker, author, and founder of Shore Consulting, to learn what he recommends for dealing with client objections.

Shore says the difference between the ideal and the actual is where you will see the objections from the customer. Customers need your confidence. Shore believes we take client objections personally. It’s important to understand that people don’t reject the person but they’re rejecting a concept. If you don’t train your mind out of that, then you’ll never be able to help your customer the way they need it.

The biggest mistake salespeople make, is trying to solve things too early, says Shore. One of the best attributes of great salespeople is that they have strong short-term problem-solving skills. The problem is, salespeople get so caught up in trying to solve the problem, they don’t attempt to understand the problem. Shore says to not only figure out the issues but how important they are.

As a sales professional, it’s important to understand the difference between a deal killer and a deal pauser. A deal killer means there’s nothing that you can do. Usually, if the customer knows what the situation is and they’re still there, chances are it’s a deal pauser. Shore says don’t lose sleep over a customer who wouldn’t buy in the first place.

Customers enjoy the process, buy quicker and spend more when they’re having fun. Shore says that’s brought about by the salesperson, much more than anything else in the process. 85% of the purchase comes from the emotional core. How you make someone feel, is critical to the buying process. When making a sales presentation, make it to both parties. Shore calls it the double close, and it’s a great way to be able to affirm and respect both parties at the same time.

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