Have you ever felt like your potential customer was grilling you during a sales call, asking questions designed to trip you up or derail the sale? Learn how to effectively engage with the "Devil's Advocate" and transform them into your strongest supporter!
Imagine a car commercial where a husband sits in a car with a salesperson, while his wife stands outside, unable to hear their conversation. The husband, with a determined look, appears to be negotiating hard, but in reality, he's asking the salesperson to "play along" to impress his wife. This scenario highlights a common misconception about how people think they should behave in sales or negotiation situations—especially men.
Men often view adversarial behavior as a normal part of negotiations and don't take it personally. Women, however, may find it challenging to separate emotions from the situation, feeling attacked during these interactions. This difference can be particularly pronounced when selling to a partnership or group.
Consider these scenarios:
These situations are common in sales meetings, but there's no need to panic. Learning to handle these interactions is crucial for closing deals.
Understand that the person asking tough questions isn't attacking you personally. They see it as their job to question you thoroughly, often believing that breaking down the "opponent" is necessary to win. This mindset is particularly common among men, who may feel it's their duty to extract every bit of information to secure the best deal.
The Devil's Advocate questions everyone, not just you. If others in the meeting have worked with this person before, they're likely accustomed to their tactics. This behavior is often seen as due diligence rather than a personal attack.
Appreciate the underlying motive behind the questions. Thank the person for their interest and answer calmly. By not reacting defensively, you demonstrate professionalism and confidence, which can eventually lead to the questions stopping.
Engage the Devil's Advocate by asking questions of your own:
The Devil's Advocate can become your biggest supporter. Once satisfied that they've thoroughly vetted you and you're the right person for the job, they will likely advocate for you and support your work throughout the project.
By understanding and effectively engaging with the Devil's Advocate, you can turn challenging sales interactions into opportunities for building trust and securing deals. Embrace their questions, ask your own, and recognize their potential to become your strongest advocate. With these strategies, you might even find yourself enjoying the process!
For more insights on sales strategies, check out Harvard Business Review and Gartner.
Sources:
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