You’re Dead Wrong!
It happens all the time… You’re facing a prospect, making your sales pitch and the prospects position is wrong. How do you challenge them without ruining your chances of closing the deal?
It’s not worth challenging your prospect on every issue. If you frequently correct or contradict them, they’ll stop listening.
However successfully changing the buyer’s mindset earns you authority and credibility. You also prove you’re committed to the buyer’s success, as you are clearly willing to risk short-term goodwill to help them.
Use this three-part decision framework as your guide.
- Is questioning or disagreeing with them ultimately in their best interests?
- Do I have proof to back up my statements?
- Is this pertinent to the deal?
Don’t challenge your prospect unless you answer “yes” to all three questions.
To sound less combative, lead in to your challenge. Doing so gives prospects warning you’re about to contradict them and shows respect for their beliefs (even if you think those beliefs are wrong).
Here’s a few examples:
“I’d like to offer a different opinion. According to my firm’s projections, the system you’re currently using will be out-of-date in 10 months.”
“I’d like to politely disagree … ”
“I see where you’re coming from, and … ”
“It may surprise you to learn … ”
“I have a different perspective … ”
“I used to [think/feel/believe] that as well, until I learned X … ”
“I have some interesting data that suggests otherwise … ”
You can also try asking for permission first. Giving you the go-ahead reestablishes some of their authority, which makes them less sensitive to hearing they’re wrong.
Ask, “Are you open to hearing a different perspective?” or “Can I share a differing opinion with you?”
Keep this in mind and correcting prospects will be far less risky. In fact, it will likely help you win their business.
Happy Tuesday & Happy Selling!
Kevin