" I don't want my business to grow, I don't like the idea of added responsibility and having to hire more employees."
"We're already doing pretty good, I understand how you're service can help, but I don't really need it"
Please add any other objections that you guys have encountered
If they dont want to grow, then you can't force them to. Sales isn't hypnosis. I encounter this a lot from small blue collar businesses. And honestly, it's OK for them to do so. Scaling isn't for everyone, some people like a lifestyle business that brings in just enough so they can live. They don't want to hire, they don't want to expand. You can't want more for someone else if they don't want more for themselves.
That being said, before you handle any objections, you must have fulfilled your discovery questions and needs analysis properly. I don't know how experienced you are in sales but just as a general overview, you should be asking and finding out their pain points, something you may focus on versus just "Growth".
If this conversation went something like "Hi, would you like my service? I help you grow" and he/she says "No I dont want to grow. Im good where I am". Well now you have no where to go.
If however, you started a conversation and had him talk and you asked probing questions about how business is doing, what pain points he may have, what's his business process like, etc. You may find out other issues.
Remember folks, PITCH is last. You shouldn't be bursting at the seams waiting to pitch because quite frankly, you may just not be a good fit for them and vice versa. Deal with a nightmare client and the qualification process becomes much more important.
Perhaps instead of growth, he did mention something about inefficiencies or headaches that you can solve. Instead of saying "more money", "more business", emphasize "less work, more time for yourself". It's all about the discovery process.
Not the greatest analogy but since you brought it up, it is still possible to talk to a girl with a boyfriend. The key is to not ask "So, do you have a boyfriend?" right off the bat. Maybe find out who they are as a person first. And sometimes they're just not a good fit anyway.
And lastly, how deep you delve will determine how much time (AND ENERGY) you put into the client. Is this a $500 account (IF they close)?
If so, maybe I might say "Thanks for your time" and move on when I need to hit a quota of $25,000/mo.
Is this client a potential large account? Maybe I press harder.
Advanced sales involves getting them to put all their cards on the table, willingly. So you can..
- Handle objections properly
- Redirect to another pain point
- Not leave any money on the table
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