There are Only Six Objections continuing with this series of articles dedicated to overcoming the most common obstacles faced in sales conversations and presentations.
In the first article, we introduced D.E.F.E.A.T.S. In this article, we’ll use the acronym as a mental cheat sheet of how to use seven key ways to provide evidence that supports your sales conversation. Using this process will help you build credibility and establish trust with your potential clients. It will also turn what you say from a somewhat shaky claim in the eyes of your prospect to fact-based evidence that will stop objections in their tracks and prove invaluable in your future sales efforts
Here’s a practical approach to influencing others and presenting your position in a way that will address doubts and remove objections.
Let’s break down the acronym D.E.F.E.A.T.S. and explore each component:
1. Demonstrations: Providing practical demonstrations can be a powerful way to showcase the effectiveness or value of your offerings. Showing how something works or applies makes your point more tangible and relatable.
2. Examples: Sharing real-life examples or case studies can help illustrate the applicability and success of your position. People often find it easier to understand and relate to concepts when provided with concrete examples.
3. Facts: Facts are objective information supporting your position. They can be statistics, research findings, historical data, or other verifiable information that adds credibility to your argument. Presenting facts can help counter doubts and strengthen your position.
4. Exhibits: Exhibits refer to visual aids or physical objects that you can use to support your argument. They can include charts, graphs, images, diagrams, or any other visual representation that enhances the clarity and impact of your message.
5. Analogies / Anecdotes
- Analogies are comparisons that draw parallels between two different things. By using analogies, you can make complex concepts more accessible and relatable to your audience. Analogies help people understand your position by relating it to something familiar.
- Anecdotes: are short, often amusing, or interesting stories that are usually shared in social conversations or writings to illustrate a point or entertain others. They serve as examples or instances that support a broader idea, concept, or message. Here’s how anecdotes work and why they are used: it involves sharing experiences or feedback from individuals who have benefited from your position or product. Personal stories and endorsements can be compelling evidence, as they provide real-life accounts of how your offering has impacted positively.
6. Testimonials: Involve sharing experiences or feedback from individuals who have benefited from your position or product. Personal stories and endorsements can be compelling evidence, as they provide real-life accounts of how your offers have impacted positively.
7. Statistics: Statistics provide numerical data and metrics that support your position. They offer quantifiable evidence and can be particularly persuasive when demonstrating trends, correlations, or the impact of your solutions on a larger scale.
You can present a well-rounded and persuasive sales presentation by incorporating these different types of evidence in your communication, whether writing or speaking. Remember to tailor your proof to your audience and their specific concerns to increase its effectiveness.
Your Assignment
Our challenge to you is to collect the data and evidence for your product and services D.E.F.E.A.T.S.
In the subsequent articles, we’ll dive deeper into the six most prevalent categories of objections you may encounter during your sales process.
We're confident that when you apply the insights and tips we share, you will take your sales game to the next level. You will be one of the many that have an increase in sales of 20 to 30 percent over a six to twelve-month period.
-courtesy Coach Phil
