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5 Apr 2015

Objections are a Waste of Time

Sales trainers like to teach people the concept of overcoming objections. 

To me, objections are a waste of time. When salespeople start overcoming objections, they are placing themselves in conflict with their customers when they should be establishing collaborative relationships instead. 

Often overcoming objections set the stage for polite disagreements and respectful differences of opinion, forcing salespeople to defend their solutions.  At worst, it turns the sales process into a battle in which the salesperson goes into a battle an attack mode to 'win' the sale.  In fact, words like 'persist', 'convince', 'persuade' all imply such aggressive behaviour.   We all know that you could win an argument and lose the sale.  

It doesn't have to be this way.  Salespeople can choose another approach: prevent objections instead of overcoming objections.  How to prevent objections?  
  1. Attract Customers to Buy from You.  When you attract people, people will be doing their own assessment and weigh the pros and cons of your attraction.  If they are attracted enough, they will justify the cons with the pros.  Just look at the queues for Lee Kuan Yew's tribute at the funeral wake and you will know the importance of attraction.
  2. Mention the reasons against you first. When you mention your weaknesses, people will see that you are honest and they will respect you more. With higher respect, they will be more attracted to you and thus objections will become irrelevant.
  3. Choose your customers.  Only sell to people that are in line with your vision and mission.  Like Apple's choose to sell to 'premium customers' only, people who are willing to pay more for the Apple brand and look and feel of its products.
To know more about how to attract customers like a magnet, come for Irresistible Selling course on this Friday 10 April 2015 2 to 5.30 pm.  

How to Sell without Selling and Attract Customers like a Magnet
Date   :  10-Apr-15 ,  2 to 5.30 pm (Fri)
Venue : The Plaza 02-346 7500a Beach Rd   
Investment :1 pax s$198.00 ; 2 to 4 pax each is s$149.00 ; 5 to 9 pax each is s$99.00 ; 10 pax & above each is s$80.00 ; 15 pax & above each is s$70.00
You know that sales would be easier if customers come to you. How to attract the with your Irresistible Offer? How to use Words and Phrases that Sell and avoid those that repel?

If you reading this, you have been looking for the right type of training for your salespeople. Some people told me that just by applying one single in the course, they can recover their investment.

Whether you are new or old in sales, if you want to outsell the competition and make this year your best ever in sales, come for this course that is taken from 7 Sales Gurus worldwide.

*** This course qualifies for PIC Bonus(Productivity & Innovation Credit), where you can get 160% Grant. This means that you will get back what you spent. Hurry! Limited seats, register now!
Power-packed Contents Include:
1. Test on Can you sell Ice to the Eskimos?
2. Winning Sales Presentation in 6 Steps
3. How to Shorten the Sales Cycle
4. Selling Your Price
5. Top 10 Secrets of Irresistible Selling
6. Top 20 Tactics of Irresistible Selling
7. Hypnotic Selling by guru Joe Vitale
8. Yale University Words and Phrases that Sell
9. The Ultimate: Know what you want and Attract it
10. Information and Surprise - how to use them

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