He's gonna eat your lunch and wreak havoc on the inevitable close! Have you ever been in a sales situation where it seems that there is always an issue or someone that is the hidden objection that you fail to uncover? The procurement VP sits quiet in the corner of the room and does not utter a word. There is an unstated objection that goes uncovered until the last minute...the 800 lb. showstopper!
I have found, and perhaps delight, in finding and taming the 800lb gorilla...er...I mean objection. If you do not catch it early the probability of closing this new prospect becomes diminished. One method I use is to continually ask the question - " Have you heard anything or seen anything to this point that does not sit well with you? Direct a pointed question to the quiet guy in the room - "Does this make sense to you?
Be prepared for the uncomfortable silence in the room - then the inevitable blind-sided question, concern, or complete shut down of the discussion. I would rather nip this gorilla in the bud earlier than later - your boss, your pipeline and shareholders will thank you for it!
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