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| Sales Training Information |
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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. 1. Does the buyer feel neglected? The buyer may feel that the amount of steady business that his or her company has provided merits more of your time and attention then you've been giving lately. The buyer may feel that his or her job depends on dealing with a supplier who can be trusted to deliver what was ordered when it's supposed to be delivered., who will still be available after the order is signed. If you've determined that neglect is the emotion behind the buyer's objection, the best thing to do would be to let the customer get all those feelings outside in the open. Once the buyer has made you aware of your shortcomings, he or she may still give you the order-once promised to do better in the future. 2. Does the buyer feel that you are not showing enough respect? Make sure you show respect for your customers' time-especially in the initial stages of developing an account-by taking the time to set up an appointment for your call. Later, customers may indicate that its okay to stop by any time you have a useful idea to share with them. 3. Is the buyer afraid of doing something new? When this fear is the emotion behind the objection, you must show the buyer-tactfully, of course-that not trying new methods or products eliminates the possibility of benefiting from them. Especially if the buyer has been burned before by a new-and-improved product that turned out to be neither, you may have to prove that your product or service will really do what you've said it will, that its value is worth its cost. 4. Is the buyer afraid of abandoning the old? If you realize that the prospect is not going to abandon what it has, you still don't have to abandon the company as a client. Look for ways that your product or service can help solve some of the problems created by the existing system. But take care not to sound too critical of what could be the buyers ( or someone in top management's ) pet idea. Don't tell the prospect to dump the existing product and switch to yours. Instead, explain that you are aware of the problems and that if the prospect will allow you to explain your alternatives, you'll be able to show how your product or service can help them correct them. Making an honest attempt to understand the emotions behind sales objections helps you to position your product or service in a way that makes it easier for your prospect to say "yes". Neil Greenberg is a sales maanger with a DC based e-commerce company. http://salessherpa.blogspot.com/
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Coaching 7 Ways to Get to the Truth: When the Sale Disappears Based on his most recent e-mail, "Everything looks good -- I'll get back to you so we can move this forward"--everything points to a probable sale. You feel so relaxed, happy, and hopeful. Then a couple of days go by with no phone call or e-mail. You tell yourself, "He's probably busy. I know he'll get in touch tomorrow." But tomorrow comes and goes with no word. Five Tips To Increase Your Sales 1. You could end your ad copy with a discounted price. Just list your regular price and then offer a discounted price off the order 'right now'. You could also offer a rebate that takes effect instantly. For example, you could say, "Instead of paying $99, you could order now and get an instant rebate of $20 - you only pay $79!" 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. The Top 10 Powerful Tools for Growing Sales Through Creating Connection Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer?NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. How To Win Business By Networking In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people's networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals. 5 Steps to Selling Anything Technical One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, gigabyte, meta tags or even computer. Survival On The Road! A Resource For The On The Road Sales Professional It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you are like the vast majority of "rocket roadsters" you drive your own car. Got Sales Objections? Wheres Your Value? A sales manager who reads this newsletter regularly suggested the topic for this issue. "I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward to further readings in the future." A Revolutionary NEW Dimension in Sales A Revolutionary 'NEW' Dimension In Sales: Make many more closings in the same amount of time! Do You Fold Like A Taco? Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer. The Myth of the Natural Born Sales Wonder When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation: Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around I was thinking about the statement: Ideal Clients - Who are They and Where Do You Find Them? Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. Growing Sales Through Creating Connections Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer - NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. Build Rapport by Mirroring Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?" In Sales - Heres News You Can Use Here's an idea on how to make reading the daily newspaper a source for new selling ideas. Make it a point to identify at least one thing that you can use in your business whenever you read the newspaper. There is always great stuff in the sports and business section of most newspapers. Here are some examples. Sales Performance and Motivation: How to Get Your Edge Back Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... Effective Account Management Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking yourself the following questions: What is "Account Management"? What skills and talents are required to excel in Account Management? What activities must be performed to maximize Account Management ROI? Providing answers to these questions is the focus of this article. Selling White Space Almost all Internet Marketers have a basic idea of what they want to achieve in their careers. They may want to close more sales and earn a higher income. The process is quite simple. They craft a targeted letter with a powerful offer and post it on a web page. However, somehow they do not achieve the success they desire. Why? Why is it that intelligent, motivated, hard-working individuals are not achieving the success they deserve? It is because they don't know to sell white space. They pay all attention to sales letter vital elements: The Headline. They create a power headline to get the reader's immediate attention and create curiosity. Three Essential Questions You Must Ask To Make More Sales Ignore Them At Your Peril There's loads of material about making money available on the Internet. Most of it is called "How you can make money on the Internet by selling products called How to make money on the Internet".
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