Mr.GreenBean
Member
- Mar 5, 2018
- 73
- 0
Many of you have helped me over the past several months as I am launching my own wholesale roasting business. I am weeks away from my launch. I come from 16 years of corporate sales, and have been through enough sales training seminars where I know the craft inside and out.
In my experience, the greatest success in sales comes from being prepared for potential "objections" I will face when seeking new customers. By being prepared for common objections, I can then counter with a response that shows the benefit of working with me, or I can "probe" the prospect more to find out if their response has an underlying "pain point" that can increase my odds for winning that account.
Two very common objections I know I am facing are "we have been in business for years, and our customers have grown to expect the coffee we serve" and "we get all of this brewing equipment for free under our existing contract with XYZ Coffee Co."
What are some of the most common rejections you get from new prospects, and what are some responses to these rejections that work best for you?
Your feedback is greatly appreciated!
In my experience, the greatest success in sales comes from being prepared for potential "objections" I will face when seeking new customers. By being prepared for common objections, I can then counter with a response that shows the benefit of working with me, or I can "probe" the prospect more to find out if their response has an underlying "pain point" that can increase my odds for winning that account.
Two very common objections I know I am facing are "we have been in business for years, and our customers have grown to expect the coffee we serve" and "we get all of this brewing equipment for free under our existing contract with XYZ Coffee Co."
What are some of the most common rejections you get from new prospects, and what are some responses to these rejections that work best for you?
Your feedback is greatly appreciated!
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