How do you bounce back after a prospect shows you a mirror?

Now what you're selling does not have to make sense to everyone, but in my experience, I face this difficult prospect every once in a while who will basically call out your product's shortcomings.


After such meetings I just lose a bit of confidence in my own product - it's very temporary but I wanted to know if any of you go through it? And if that's a yes, how do you bounce back and get back that confidence? (I'm guessing looking at past wins might be one of them?)

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
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21
braintank
Politicker
7
Enterprise Account Executive
No product is perfect
ZVRK
Politicker
3
Enterprise Account Executive
Well, I`ll get the occasional comment on product features, but it`s mostly price in my case. Whatever it is, you have to know that your product is not for everyone, and you don`t want anyone for a client.

Don`t dwell on it I guess, and move on :)

Looking at past wins surely helps, but for me it`s mostly the excitement of moving to the new opportunity (I hope you have a healthy pipeline :)
detectivegibbles
Politicker
2
Sales Director
Going through this with new sales position at new company. So I am with you.

I think it reverts back to building trust with the prospect in YOU that, if/when the product does have issues (they all do as @braintanksaid), you'll be ready to help.

"Prospect, I hear you and appreciate you taking time to discuss. Ultimately, we need to take responsibility so we can serve you and future customers well."

Try to get them to propose a solution based on the factors. If they can't, try to get a creative proposition that paves a win/win for your company and theirs in lieu of just cash back.

If the path isn't entirely clear and comfortable, set a time frame to circle back with them after speaking with your team.

Just my two cents, hope it helps!
CuriousFox
WR Officer
4
๐ŸฆŠ
You write great emails btw.
detectivegibbles
Politicker
2
Sales Director
How fragile am I that I'm sitting here wondering if this is sarcasm or not?
CuriousFox
WR Officer
2
๐ŸฆŠ
LOL! You know me by now - if it's sarcastic I will tell you. ๐ŸฆŠ
detectivegibbles
Politicker
2
Sales Director
Can you tell my current employment situation is stressing me out?

Hahaha you rock my socks fox. Appreciate you.
CuriousFox
WR Officer
2
๐ŸฆŠ
I appreciate you too bb โค
TennisandSales
Politicker
2
Head Of Sales
yeah I think the first thing is to accept that your product is not perfect. no product is.
also knowing the difference between a products shortcoming and its limits are different.

Is it really that the product has a shortcoming? or are they asking it to do something that its not meant to do. sometimes they are close.
Your right, looking back at past wins is a good way, also just reminding your self about the parts of the product that people love and that work really well. maybe re watch a demo where the prospect had a huge lightbulb moment when seeing the product.
coletrain
Politicker
2
Account Executive
@braintank is right, no product is perfect and no product can or will be perfect.
It comes back to being a consultant/trusted advisor for me. Each product is built with specific facets good and not so good. You want to address both. I typically say something like, "you'd laugh me off the call if I told you this was perfect".
sketchysales
Politicker
1
Sales Manager
Happens for everyone all the time. Get yourself in front of another customer who raves about your product and service, nothing like that to restore the confidence.
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Iโ€™m confused. The prospect is pointing shortcomings that you already know about ? Or new ones?

Thereโ€™s no such thing as the perfect widget, just the right one at the right time for the client.

You need to believe in what you sell in order to be successful ( at least I do), so have the confidence regardless of the objections.
Justatitle
Big Shot
1
Account Executive
There is 1 product that I can recall that is truly perfect and the best product ever built.
Google search. It needs no support, it is entirely intuitive and anyone can figure it out.
Aside from that every single product out there has short falls and people that will dice it up. Accepting and owning that will help you out tremendously.
Kosta_Konfucius
Politicker
1
Sales Rep
For some clients, the product just does not make sense. Talk to your manager and hear what they have to say, if there is anyway to overcome those objections.
FinanceEngineer
Politicker
1
Sr Director, sales and partnerships
Itโ€™s easy to come back. Just have to find out what the customer actually needs, and then pitch to that. As long as you can solution something, you are good to go!
GDO
Politicker
1
BDM
your believe in the product is key. Keey a list of successtories you can look back to
GabrielMaher
Valued Contributor
0
Integrated Solutions Manager L2
Side with the client. Ask the client why they think your products shortcomings are really shortcomings. Unless your product is bad then there's always a good side. you really need to turn those objections around to a 'yes chain' on how your product really solves your clients problems.
Modro
Valued Contributor
0
Senior Account Executive
There is always that one prospect who either over analyses a solution or is just an expert and is able to call bullshit. Regardless, your product just like any other one isnโ€™t a perfect one, so Iโ€™d do what any other sales professional would do.. take on the feedback pass onto product and move on to the next prospect whoโ€™s most likely going to love your product! Stay positive ๐Ÿ’ช๐Ÿผ
MrAnderson
Executive
0
AE
it just might not be a fit. The idea is to detach from the outcome and be okay with it either way. Because, when you detach, you say and behave in ways that don't create pressure.

The prospect points out a shortcoming....

You: "Sounds like that is a deciding factor for you".

They might say "yeah it sucks". or they might say...

"Well, it isn't. We do like that it helps with X."

Laughing a bit (transfer good emotions).

You: "Sounds like you are just being nice, but it is...".

They may rescue you a little bit and they'll say "It isn't completely terrible.
What happens is X." And you'll get to know a little bit more.

Then it's possible that based on what you
learned, some things have changed. And if so, you might be able to create an opening by saying
something like this:



"Would it be a horrible idea, or would you be open to seeing how we address these
issues? Just so you can see what your options are, for the future, in terms of staying ahead of the curve".

------
In the end, you will not sell to everyone, figuring out who is your fit is a great way to start.

And if in the end, you do discover your product is the worst, change companies. But make sure you give it a fair shot first.
TheKing
Good Citizen
0
CEO
All products and services have their good points...but they also have their warts. The trick is finding that good fit. The one where the features or benefits you are offering solves your prospects problems, while the negatives are a non-issue.
If you have a prospect that points out the shortcomings, and their observation is correct, then acknowledge it. They're right and they know it.
But the magic question is: is this a deal killer or a speedbump?
Don't let this affect your confidence. It's not personal. Sell on.
Olamihybr
Executive
0
Account Executive/Business Development Manager
Own it! Accept it! We have a saying in Nigeria, you canโ€™t shame the shameless. Acknowledge your limitations, push for your product strength and the fact that you have the best minds on your product better than your competitors
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