Business and Money Tips

Sales trainers like to teach people the concept of overcoming objections. To me, objections are a waste of time. This is because closing is an inside job. The salesperson deep down must believe in closing the sale and not focus on overcoming objections.  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...

You can do one of these 2 things when your prospect says no. You can give up or give it your all.  That means learning how to respond so that in the end, you get the sale. The first 5 of the top 25 sales objections and their responses are: 1. I don't need  what you are selling Respond:  Would you explain to me why not? Whatever reasons the prospect gives, respond with Feel Felt Found. I understand how you feel. That was exactly how I felt too when I was offered this job as a sales executive in this company 3 years ago. Who needs new skin care products? As I started doing this job, I tried the products slowly. First on myself and then on my family members. After 2 months, I found that I and my family members get very good results from using the products. Now I find myself impossible NOT to use the product! 2. We Don't Need Some of the Product's Features Respond: Would you tell me which of the features you're concerned about? Whatever the reasons your prospe...

As I learnt from James Pickens, master sales closers ask one minute, one liner closing statements that close the sale instantly.  The top 7 such questions are: "What could I do to help you buy?"  If the customer says, "Nothing" you say, "Why?"  The customer then answers, and you overcome the objection and closes the sale If the customer says he can't make a decision, you suddenly ask him if he wants more coffee . Whatever answer the customer gives, you just say, "Don't tell me you can't make a decision; you just did." "Let me tell you something I've learned.  When you don't know which road to take in life, any road that looks good to you will do.  Isn't this proposal I showed you look good?" "Mr customer, if I give you this product free of charge, you would take it, wouldn't you?  So we're only talking about money, right?" "Mr customer, anyone can say no, because that's easy....

You see this all the time: the salesperson does his job well in the sales presentation.  The prospect too showed much interest in what he has.   Everything seems to be smooth, until the prospect said "No" and the salesperson simply freeze.  This is the Frozen moment . Fret not, because an objection is not the end of the world.  Unknown to many, a sales objection is simply an indication that the prospect has interest in what you have. Otherwise, why would he want to object you?  It is also a sales negotiation process, and you need to win it over with tact. The way to handle the sales objection is to take it easy, using our EASE method: E mpathy, A sk Questions to clarify, Serve the S olution and E xcite them of the rewards of going forward. Empathize with their objection and never argue with them . Empathize means that you feel what they are feeling now.  If they say it is expensive, you can say, "I understand how you feel, most people felt the sa...