As rock climbing routes get higher off the ground, the risk of life-threatening injuries increases significantly and demands additional safety measures, tools, techniques, and preparation.
The same is true for value-based selling. The more complex the solution and the higher in the organization you are trying to climb, the more you need to prepare for answering difficult questions from smart, busy, and often skeptical prospects.
Just as a variety of specialized climbing techniques and equipment exist to increase safety, a few tips on being prepared to answer challenging questions can make or break a deal.
- Make Sure You Get it. Before answering any question, take the time to make sure that you know what the client is really asking. As a buyer, nothing is worse than having a sales person drone on about something that you care nothing about. Make sure that you clarify the question and understand what is truly being asked before you feel pressured to reply.
- Have a Point of View. Value selling is about a lot more than giving clients what they want. It is about adding value and insights based upon your expertise about their company, their role, their competition, and your solutions to help them think differently.
- Do Not Get Defensive. If you take tough sales questions personally, you are missing an opportunity. Remain composed and focus on helping your customers get the information they need to make an informed decision that will help them (not just you) succeed.
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