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? 🙂
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Great post, Bob! I’m guessing that the second dynamic at work is something internal to the salesman…fear and/or the belief that being young with less experience means that he or she has little value to offer. You really have to believe that you do indeed have something to offer and also be willing to humbly work with others to fill in any knowledge and experience gaps.
Maybe that answer is to obvious though, Bob. I bet you have something else in mind! 🙂
I agree with Shae. And even if it’s obvious, it’s very true. But the funny part is that I’ve met people who were not young who also had the same problem. They didn’t have enough confidence in their abilities to convince me that they were the right person.
The flip side is that I have known some young and fairly new sales and financial people who just blew me away with their self-confidence and energy. If they are confident, then I will also feel like they are going to be good at what they do because they still remember everything they were taught LOL.
Looking forward to part 2!
Hi Shae and Beth, thank you for your comments. Absolutely, it deals with the internal aspect of the situation. What we’ll see in part 2 is one way in which that manifests. You are both right on the mark! (as usual) 🙂
I’m thinking this very key advice goes to anyone just starting in sales.
You don’t have to be young just to be inexperienced.
Leverage from your team of people behind you means everything to anyone in sales in my very limited experience (compared to Bob that is).
I’m sharing this post with some of my team who likely have heard and experienced this very thing … young and old.
Thanks Bob,
Jennifer Wideman