How To Sniff Out Red Herrings That Kill Deals.
Don’t take the bait when red herrings attempt to distract.
Observations
The curious origin of a “red herring” refers to a training device for hunting dogs. To refine a distinguishing nose, confusing scents are introduced to a dog’s chase route. Renown as a “red herring”, the pungent distraction sharpens skills in staying on the intended game trail, and not be drawn into wild goose chases.
A pro recognizes buyer push backs as “red herrings”. Sales engagements comprised of wild goose chases, without a clear result envisioned, fail more frequently.
Insights
With a clear objective in mind, distractions are depowered. Inevitable push backs get respectful responses within a sales process continually being realigned toward a closing. Responding to objections in ways that showcase the value of the sales solution prevent distractions from stealing sales.
Pros anticipate sales distractions as stepping stones to the finish line. The most fruitful results come from respectful, informative responses guided by certain mission.
Ideas
Don’t take the bait when red herrings attempt to distract.
Distractions are expected, equip your sales quiver with anticipated responses to avoid derailments.
Know your objectives before engaging. Seeing the finish line makes detours less likely.
Are you ready to transform from a salesperson into a master persuader? The difference between struggling to close deals and making sales look effortless isn’t luck—it’s skill. And those skills can be learned. Check out Mark’s latest book: 9 Proven Techniques To Close Deals More Easily.