Bizpreneur Middle East April 2021 | Page 20

SALES

The price objection

As Business Entrepreneurs, many of us are responsible for growing our business. Unless you have hired specifically a seller – you are the seller as well as the Founder.

To grow our business we need clients and to get clients, we need to be good at selling, which for most of us can be tough!

I have been selling for most of my working career and made many mistakes that at the time I didn’t realize. I started as a Sales Executive and worked my way up to be the Sales Director for a FTSE Top 50 organization and had the pleasure of successfully leading sales teams globally and today, I am the CEO of my own organization. My day job is partnering and supporting Multinationals, Business Entrepreneurs, Sales Leaders and their teams improve their sales results.

Let’s be honest, we all encounter push back from our clients during our sales discussions and it is not uncommon for sales objections to come out.

35% of salespeople cite today that overcoming objections is one of their biggest challenges (Hubspot sales research survey).

I love it when sales objections come out, as it is my job to uncover what sales objections my clients are hiding. “Bad news early is a good thing”. What do I mean by that, when our clients tell us what their sales objections are, early in our sales process, then we know how to deal with it.

What usually happens is that we get all the way to a final presentation stage against our competitors and then all these objections come out which we were not prepared for and this can jeopardize our chances of sales success.

So let me ask you - What type of sales objections do you usually hear from your clients?

20 | BIZPRENEUR MIDDLE EAST April 2021

how to get over it

BY MICHELLE STRYDOM