Chapter 8: When the World Isn t Perfect

Overview

The famous Scottish poet Robert Burns is credited with the old adage: "The best laid plans of mice and men often go astray." While it is hard to vouch for the mice, this passage definitely applies to salespeople. Often, customers' less-than-ideal comments or actions derail your plans and wreck sales opportunities.

Traditional selling methods refer to these potential sale wreckers as obstacles or objections. Yet, these terms create a negative perception for something that can be a positive event. Therefore, a more appropriate term is hinges. The outcome of a sales opportunity hinges on how you resolve obstacles.

This chapter provides you with the strategies and tactics to turn these so-called negative situations into orders by explaining:

• How hinges form

• How to handle hinges