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20 Dec 2015

The Non-Objection Objetion

Having wrapped up my presentation with a bang, I was very satisfied with myself. Today's presentation went on so well and the audience was so positive. I am sure that there will be at least 3 sign-ups tonight. 

I asked the customary question, "Is there any question?"  Then one man stood up. "Well," he said cheerfully, "thanks for the talk. Everything you said is true".  "Thank you", I said. And then he started to leave the room. As he leaves, the other people also leave. What remained is an empty room!  

I realized that I have just gotten an non-objection objection!  

Start by understanding that even though it doesn't sound like one, this really is an objection. The prospect has avoided saying "no" directly. But he has walked away without a purchase. The following are the 5 best ways to deal with this objection:
  1. After thanking your prospect, ask if you would arrange another time to catch up and follow up on "the truths" that he has mentioned
  2. You can also ask him to elaborate what he likes about the "truths" he mentioned. In this way you are getting him to close on his own
  3. Ask the closing question, "Do you see yourself doing this business?"  Then wait for his response. If he raises objections, deal with them. See my previous article on this
  4. Use FEEL FELT FOUND. "I understand how you feel. That was exactly how I felt too when I first listened to his presentation 6 months ago. Then I found out that not only are the presentation true, it was giving good results quickly. 
  5. Just thank your prospect and keep quiet. The first person who opens the mouth loses. If your prospect raises an objection, deal with them. If not, just close it by doing point 3 above
By Andy Ng, Chief Sales Trainer Coach with Asia Trainers. The next Successful Sales Strategies seminar is on 30 December 2015. Details are below:

SUCCESSFUL SALES STRATEGIES 

Master these 9 Effective Sales Strategies and See Your Income Soar
 
Date: 30 Dec 2015 Wednesday 9 am to 5 pm
 
Venue : The Plaza 02-346, 7500a Beach Rd   
 
Fee: $398 each, $299 each for 3 and above; $249 each for 5 and above (no GST but with PIC 60% Grant)
 
Yes, everyone is talking about productivity, which we all know is dependent on sales volume. To leap frog productivity, the fastest way to do so is to leap frog your sales.
 
In this course, you will learn the secrets of selling that make companies like Apple and H & M famous. You will discover what are the 7 must-have strategies to sell effectively. We will also reveal you the secrets of successful salespeople and how you too can become a sales expert. 
 
Whether you are new or experienced in sales, if you too want to not just learn, but get inspired to achieve more than you think possible, this course on Successful Sales Strategies will reward you many times over.
 
*** This course qualifies for PIC (Productivity & Innovation Credit), where you can get 60% Grant. This means your net investment is only 40%. Hurry! Limited seats, register now! 
 
Power-packed Contents Include:
  1. Why most companies are having sales issues and what to do about it
  2. The 5-Ways Sales Leverage to Increase sales by 79%
  3. Top 25 strategies on the 5-ways leverage (include your case study)
  4. Successful Selling Strategies is about Your Why (per Simon Sinek)
  5. Service to Others as the Highest Purpose
  6. People Strategies is always better than Product Strategies
  7. Pricing strategies still cannot beat Placement Strategies
  8. Customizing Your Benefits so as to sell anything to anyone
  9. Customer Loyalty better than Customer Satisfaction
  10. Waking up Customers Up with Your Unforgettable Offer
  11. The renowned SNAP selling model with case studies
  12. Overcoming Sales Objections with FUNDS Way
  13. The ultimate in sales strategies: touch their hearts

 

BENEFITS:

  1. Increase in sales with proven strategies
  2. Get Price Objections out of the way
  3. Attract and Retain customers
  4. Do less Prospecting
  5. Happier worklife and Higher income for all
 

FOR WHO TO ATTEND:

  1. Sales Managers and Directors
  2. Marketing and Business Development Managers
  3. General Managers, Directors and MD
  4. Chairman and Consultants
  5. All Sales Executives and Sales Professionals
 

THESE ARE WHAT SOME OF OUR CLIENTS AND PAST PARTICIPANTS HAVE TO SAY:

Very practical and life experiences were shared, I took many notes for my organization. Andy and his team at Asia Trainers deliver good sales courses, I attended 3 courses in 2 months.
Patsy Seet, Senior Public Relations Manager, Singapore Swimming Club
 
A well designed course covering the most important strategies in sales and business. I like the examples created for our industry. I rate this 9 out of 10 points
Khanna Sudeep, Business Development Manager, Agility Intl Logistics Pte Ltd
 
The sales programs by Andy are not only enriching, but also thought provoking, I attended 6 programs in 2011. I strongly recommend Andy and his team at Asia Trainers for your training needs
Chua Eu Kin, Sales Manager
 

PROFILE OF ASIA COACHING TRAINING

Sales Coach Andy Ng has 28 years experience: He started doing business at the age of 5. Since 1996, Andy has trained over 81,413 people in 14 countries. His Magnetic Selling DVD and e-book SUN ZI FOR SALES have sold hundreds of copies in 5 countries. Asia Coaching Training was, from 2001-2007, the licensee for Action International in Singapore. The clients trained by Andy include SingTel, SIM, Manulife Financial, Walton International, DBS Group, M1, Yakun, BreadTalk, Hewlett Packard, IBM, Gillette, F & N Foods, Kaplan Asia and Teleperformance Asia. Visit our blog atwww.andyngtrainer.blogspot.sg and see him in action at www.youtube.com/AndyNgCoach
 

ENQUIRIES:

Ms Idah at 6225-1784 or Andy at 8201-4347 Email to hpa88@singnet.com.sg.