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The 4 Biggest Problems Sellers Are Facing (+solutions)

Let’s take a look at why prospects might think you’re ‘low status’. Plus, four tips on how to get them to convince themselves they need your product.

In Today’s Jam

  • Sales Tip of the Day: Master Buyer Thinking

  • The Sales Lab: The 4 Biggest Problems Sellers Are Facing (And How to Solve Them) 

  • Weekly Poll: 

  • Sales Q&A: Advice For Building My B2B Sales Agency

  • Do Prospects Consider You “Low Status”?

The Sales Lab🔬: The Four Biggest Problems in Sales And How to Solve Them

Do you know what’s the best thing about sales?

Sellers never have to play the guessing game when it comes to closing. So many top performers have come and gone and shared their insights, there is an endless ocean of knowledge out there waiting for you to tap into it. 

Here’s our breakdown of the 4 biggest challenges sellers are facing today.

What Do I Ask Them Next?

Most if not all sellers face this problem when dealing with prospects. You got them to stay on the phone. Even better, they’re answering your questions.

But the answers you’re getting are superficial at best and now you’re stuck with no idea how to move things along.

Here’s the issue: Your questions are surface-level. It only makes sense prospects would give you surface-level answers. 

The Solution:

Ask counterintuitive questions that seed doubt in the prospect’s mind.

This can look like repeating the last thing they said to you in a curious tone (not to sound stupid or offensive but in a way that suggests that you require an explanation).

When done right, the prospect will feel compelled to clarify themselves, thus offering you more and more information.

Your Prospects Aren’t Reliving Their Pain

Not to be confused with torturing your prospects, the idea is to have them talk themselves into making the right decision. Why? Because humans are stubborn and don’t like to change, especially not when some salesman tells them to!

The Solution:

Use probing questions that will have the prospect detail the pain they’re experiencing. When possible, have them consider the possibility of future pain should they fail to correct the issue promptly.

For instance, “Hey [prospect], say you don’t do anything, what would change in the next six months?”

The High Highs, the Low Lows

One month you’re on top of the world, can do nothing wrong, and are a compulsive closer. The next month you’re dragging yourself through the mud and are questioning whether sales is right for you.

That comes down to one major issue: You have no structure.

The Solution:

Stop selling based on charisma and create a system that allows you to be consistent. Do this by learning what your prospects’ problems are, how to solve them, and what the consequences are should prospects fail to act.

Use this data to inform your efforts when engaging prospects. 

Getting Clients to Commit

Some sellers are good at starting the conversation but become stuck when it’s time to close. Luckily, this can be solved by applying a similar tactic explored in our previous points. 

The Solution:

Once you’ve guided the prospect to understanding that this is the right solution for them, don’t tell them it’s time to commit. Instead ask: “Do you think this is the solution for you?”

When the prospect affirms what you already know, ask them, “Why go with [our solution] as opposed to [a specific, less ideal solution]?”

You will already know the reason: they are trying to avoid future pain. The idea is to have them say this out loud and convince themselves to make the necessary change. 

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Sales Q&A

[Advice Needed] I’m Starting a B2B Sales Agency

It’s Time For That Dream Sales Job…💼

Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.

Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.

Game Changers of the week🔥

David Hoffeld’s “The Science of Selling”

Hoffeld’s work in “The Science of Selling” transcends the world of sales, taking the academic side of social psychology and making it actionable with real-world examples. Learn more about these techniques and how they can impact your sales career here.

Timeless Sales Fundamentals at Work in 2024

Tony Morando, Chief Sales Officer at World Emblem International joins Pipeline Radio to talk about building trust and relationships in sales. Plus, learn the value of being coachable and what this means for your career. 

Do Prospects Consider You “Low Status”?

Ever get the feeling prospects may not have the utmost respect for you and your time? You could be using this language when talking business.

Ignore Your Next Sales Objection!

Check out this method to keep moving forward, and not getting bogged down with “automatic objections” Handle sales objections… by possibly ignoring them?

Sales Scene of the Week🎬

But did he expense the lap dances?

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