Skepticism: The lead is skeptical of your solution. Handle objections by: Sharing customer success stories, asking them to do as little work as possible, validating their feelings/concerns, and asking qualifying questions to help determine their needs for a solution. Reactance: The lead is resisting to the sales process itself. Eric Knowles, an Associate Professor of Psychology at NYU, identifies three types of resistance in his book, Resistance & Persuasion, referred to by the Triangle framework: 1. By understanding why a lead is resisting against your solution, you can rebut objections with tailored responses.ĭr. Triangle Selling takes a psychological approach to resistance. Resistance What obstacles will be encountered during the buying process?
For example, “Can you walk me through how you’ve made similar purchases in the past?” Resources can be uncovered through questioning the lead about things like previous experiences and social proof. Energy: Is your solution really needed?.Political: Who are the different stakeholders involved and what are their roles? (E.g., champion, economic buyer, executive sponsor, administrator).Financial: Can the lead afford your solution? Who approves the budget?.Technical: Do they have the infrastructure and IT resources to support your solution? Does it integrate with their existing tech stack?.Human: Are there people in place to provide implementation, training, change management, support, and continuous improvement?.Intellectual: Does it make logical sense in terms of ROI, opportunity cost, and benchmarks?.Emotional: Is your solution going to cause pain or reward to your lead? In other words, what’s in it for them?.And to understand them-according to the Triangle method-you need to know their willingness and ability to invest in seven resource types: To sell to your prospects, you need to understand them. Resources What needs to happen in order to buy? Your goal here is to uncover the pain or reward, understand how your solution can help, and communicate that to the lead. Qualifying: What are your top priorities right now?.Socrative: Why did you ask X? Is there a particular reason?.So the questions you ask during this step are for the benefit of the prospect, not the salesperson-remember that. Problems are experienced by organizations as a whole, whereas pain is experienced by individuals. There’s a difference between problems and pain. According to Triangle Selling, there are two reasons a lead would buy your solution: to avoid pain or because they’re seeking a reward.
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