Sales Coaching Through a Poor Sales Conversation

Do you get off track after a poor sales conversation spending time and energy crying over spent milk? What do you do immediately after a sales call that doesn't work out? Many salespeople call time out. A time out may be exactly what you need. It's how you use that time out that provides a benefit for you.

Ever wonder why you aren't the only salesperson sitting in the local coffee shop reading the paper during prime selling time? Some sales appointments are really upsetting even demoralizing. Before you immediately just keep charging forward you need time to regroup so you don't have a repeat of the previous experience.

While the experience is fresh in your mind replay the experience in your mind and learn from it. When a sales conversation doesn't go well you got a stall or objection, or you didn't connect with the other person. Get value from this experience by doing a few things that will prevent a repeat of the same experience with another prospect.

Where did things start to go wrong? When you don't connect ask yourself if it was because: you didn't know enough about the prospect before the appointment, you didn't adapt your communication style to one that was more comfortable to the prospect, or because you tried to sell the prospect. Another common reason you didn't connect is because you failed to listen to what the prospect was saying.

When the prospect doesn't understand the value of your solution you can expect to get a stall or objection. This happens because you either don't understand the buying process, or you need more practice helping buyers through the discovery process. All is not lost.

Start making a list of all the stalls and objections you know you'll get or could get. Here are some common general objections:

I can't pay for this This sounds too hard I need to take care of this first Call me back in six months I need to look around.

Add to your list until you've thought of as many as you can. Start thinking of examples and stories of other people in similar situations who thought these things too. Use those stories to make your point to remove the objection.

Stories are a non-threatening way of getting the prospect to look at things from another perspective. They help people to gain a deeper understanding, and they increase your connection with the prospect. As you work through this thought process you'll start to regain your confidence and get fired up for the next insurance sales conversation, and you'll be much better prepared when you get there.

About the Author

About the author: Cheryl A. Clausen can help you get unstuck. Find out how your Sales Skills measure up. What if you just had more time? Enhance your Time Management Skills, check this out This and other unique content 'sales techniques' articles are available with free reprint rights.

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