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| Sales Training Information |
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Boost Your Sales With These Proven Responses
When five years ago I was faced with having to sell my services for the first time I was terrified. I hated asking for the sale. I dreaded the part where my potential clients inevitably came up with objections why they could not use my services. I've since learned that lack of objections is not necessarily a good thing. In fact, I now welcome it when prospects tell me "why they can't". Frankly, when a potential client shares his reasons why he or she hesitates to take advantage of my offer, to me it's a sign of two things; one they are interested in my services, and two I'm getting closer to closing the deal. But many professionals find "overcoming" objections and "closing" the deal stressful, unpleasant and "pushy". If that's you I want to share with you two lessons that helped me develop a different mindset around this. First, a "no" doesn't always mean "no". Mostly it simply "not now" or "I don't have enough information to say yes." Second, you can't "overcome" your prospect's objections but you can give them information and tools that allow them to make a new decision. If you too experience anxiety around "closing sales" here are my favorite responses to the top five objections your prospective clients are likely to raise. OBJECTION #1: I HAVE TO THINK ABOUT IT --> "I don't blame you. Hiring a can be a big decision. Can you share with me what specific aspect of my services you are concerned about?" --> "Yes, I can see how this can be a big decision. You know I found that typically my clients are initially concerned with one of the three things: is the problem important enough to solve it now, is this the right solution for your situation, can you afford the solution? Which one of those concerns you the most?" --> "Hmmm... I see. Let me ask you? Let's say we get started on this project what are the downsides?" OBJECTION #2: I HAVE TO TALK TO MY PARTNER ABOUT IT --> "Great. What kinds of questions do you think they might they ask?" --> "Good idea. I always discuss decisions like this with my partner (or spouse). But let me ask you a question what will you do when your partner doesn't like the idea of us moving forward with this?" OBJECTION #3: IT'S TOO EXPENSIVE --> "Expensive comparing to what?" --> "Yes, it's a sold investment. I tell you what - I know this is only worthwhile if you produce solid results, right? What's the one result you would want to be absolutely sure we could produce in the next that would have you really happy you hired me? Great- why don't we make this our top priority and get started right away?" --> "Not really. How does this price compare to what it's costing you to do nothing about this problem?" --> "Frankly, that's exactly why you need me." OBJECTION #4: I SHOULD BE ABLE TO DO IT ON MY OWN --> "Hmmmm?how long have you been dealing with this issue? If you haven't solved it on your own so far what makes you think you can do it now?" --> "Yes, I suppose you could. But let me ask you something when was the last time you saw (heard) of a heart surgeon performing an open heart surgery on himself? --> "With all the respect?I must disagree. If you thought you could solve this problem on your own we wouldn't be talking right now. Tell me, how would things be different if you could rely on an unbiased opinion to give you a fresh perspective of this problem?" OBJECTION #5: I DON'T HAVE THE TIME RIGHT NOW --> "Yes, it will take some time to address this issue. How much more time per week could you devote to other, revenue-generating activities if you could eliminate dealing with this problem on ongoing bases? --> "That's funny; you just told me it takes you 10 hours a week to deal with this problem wouldn't it make sense to hire someone like myself and solve it so that you can use your time on more productive tasks?" --> "Wow, if you are that busy and you are still not getting the results you want perhaps it would make sense to start the project by helping you better prioritize your activities and leverage your time more effectively?" These are only a few examples of responses I found helpful in getting to a "yes" in negotiating a sale. Rather than trying to memorize those specific sentences learn the underlying concept. On objection is a cover for a deeper concern. By voicing it your prospect gives you an opportunity to address it and provide information to eliminate it. So quit trying to prove your point and instead ask thought provoking questions. I think you will be pleasantly surprised by the outcomes ;-) (c) 2004 Adam M. Urbanski ABOUT THE AUTHOR The Author, Adam Urbanski, a Marketing Mentor, helps Service Professionals and Small Business Owners attract more clients. For more free tutorial articles, hot how-to tips and a FREE 32-page marketing guide go to http://www.themarketingmentors.com
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Coaching Secrets That Lead To Failure In Sales Let's be realistic nobody really wants to be labeled a failure when it comes to sales, unfortunately many business minded people are just that when it comes to selling their product or service. I have gathered a few tips I'd like to share that can prevent you from succeeding in sales and ultimately cost you your business. How A Dancing Horse Can Increase Your Sales "Yeah right!" I thought to myself as I started to turn off the TV after hearing that the show was about a dancing horse. Turning Sales Techniques Into Sales Success! The goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios. Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their daily transactions. See my article, The Processionary Caterpillar Syndrome Costs You Sales? How To Write A Killer Sales Letter I sit down and look at my notebook. Then, I put myself into the 'zone'. Boost Your Sales With These Proven Responses 7 Sales Skills to Improve On The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing. Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time Direct Sales and the Use of Clipboards Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of course, yet at the same time, it does slow you down. Smart direct sales marketers carry clipboards into offices to sell and take orders. Clipboards come in many colors and styles; plastic, aluminum, clear, etc. These clipboards should have your company logo on the bottom. They should also have calculators on the clip. The logo should be made of vinyl lettering in your company colors. They should be durable or high tech plastic clipboard which can be dropped from six feet without breaking. They should also have a company pen attached which contrasts such as a yellow pen with blue ink or red ink inside. The sign-up sheets for orders or receipts should be on top and attached to the clipboard. Three Fast, Short, Simple Ways to Escalate Your Sales 1. Sell an inexpensive product to sell an expensive product. If people like your inexpensive product, they will be persuaded to buy your expensive one. Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects A "Call To Action" is an invitation for your prospective clients to actively engage you in some way- directly or indirectly. Customers For Life Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most people rely on some sort of clientele for their business, and can improve on customer relations. A more holistic approach to this process incorporates the more global question: Why Sales People Are Creating Their Own Objections I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it. 7 Steps to Selling Artwork Selling arwork is easy when you follow a road map. In this article you learn the step by step guide to marketing art for profits. Now onto the plan! Dramatically Increase Sales With The KISS Test We've all heard the term KISS at one time or another - "Keep It Simple, Stupid." However, the majority of salespeople violate this basic principle more often than not. Do You Know the Emotion Behind the Objection? Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from you, ask yourself the following questions. You Dont Need Health Insurance! Seems almost every situation in our lives is centered on communication. Good or bad, the way we express our thoughts, wants, and needs to each other determines how we live, love, and learn together. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. When The Clock Strikes Twelve! I just finished reading another sales copy ending with the Deadline Marketing! Customers Want You to Ask for the Money Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. One client showed up on time for her first appointment, nervously clutching her notes. 10 Expressions to Avoid in Sales Communication Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily. Why ALL Sales Decisions Are Based On Emotion - Heres The Proof! Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine?
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