A young reader who has just joined the world of professional selling asked how he could overcome questions and concerns from prospects he receives regarding his youth and inexperience. He claims he is asked about this constantly and feels he has no legitimate way to respond.
I explained that (based on the limited information I have) there seem to be two dynamics at work here:
The first is, indeed, his actual youth and inexperience. It certainly makes sense that a prospect would want to know their needs will be met, and that the person handling their account has the knowledge, wisdom and experience to do so properly.
Fortunately, this concern is easily overcome by letting the prospect know the benefit to them:
Example: “I’m very fortunate to be partnering with a sales manager who is also truly a mentor, and who works with me very closely. The good news is that because I’m relatively new to this company, you’ll have a great deal of my personal attention, as well as her years of experience.”
It goes without saying that the above must be true in order for you to say it. Adjust it accordingly depending upon your unique situation. It might be as simple as, “I appreciate your concern. While our company training program is exceptional, I’m even more grateful for the team of experienced team members behind me that take every client’s situation very, very personally.”
Author and Strategist, Ava Diamond suggests turning this perceived disadvantage into an advantage by adding that you are also able to bring a fresh perspective to situations without being locked inside the model of “the way it’s always been done.”
Yes, learn what you need to say, and practice it to the point that you absolutely know it and it becomes a part of your being.
However, recall that I said there were two dynamics at work. Overcoming the first one is easy. In tomorrow’s article, we’ll look at the far more difficult challenge our young salesman – and anyone else in his position – must be able to successfully overcome.
Any thoughts on what it might be? 🙂