SALES RESOURCES - SELLING TECHNIQUES, SALES TOOLS, SALES TIPS ...

Aligning Customer Objections To The Buying Process

Original Author: Joel McCabe Fix your sales problem in 5 easy steps - sounds great, doesnt it? Formulaic approaches such as this are very tempting. Furthermore, they align with our fast food, quick fix mentality. Seem too good to be true? Thats because it is. Dont get me wrong, I revel in an easy solution. Unfortunately, most quick fixes are band-aids as opposed to real solutions. One of the biggest problems for sales reps is customer objections. On the web youll find tons of "easy 5 step solutions" to this problem. Not surprisingly, most of these need some work. In this article I will address an alternative way to look at objection handling - from the point of view of the buyer. As a sales rep, you have a variety of tools in your bag. A Players know that these tools dont always work independently. In fact, these tools become more effective when you combine them. For instance, in a recent blog I wrote about improving customer insights with micro questions. Talented sale

Never Encounter The Price Objection Again ... Guaranteed!

Most of you run into the price objection every day that you are in sales. In this episode of the Sales Management Minute, learn how to never experience the price objection again. View Episode!

A World Without Objections

Imagine a world without objections. A world where everyone is interested, no one is too busy, and all are unhappy with their current provider. A world in which no one questions what you present, raises concerns, or disagrees with anything you say. What could possibly be wrong with such a world? Plenty. For starters, it would diminish your value as a salesperson -a huge part of which derives from dislodging a prospect from the grips of a competitor, or from the inertia of the status quo. Such activity involves dealing with all sorts of objections. Removing objections from the equation would make selling easier - so much so that it would either obviate the need for skilled, high-priced talent like you, or eliminate your companys rationale for paying you the level of salary, and offering you that aggressive incentive compensation plan they do. Anyone can "sell" a cooperative, passive, willing, prospect. The true pro gets paid for selling the uncooperative, the difficult, the ch

Avoid The Goofy Objection Rebuttal

I was in line at the local chain bookstore (not the one going out of business) with several books. The counterguy started to process the transaction and asked the question I heard him pose to the three people I watched check out in front of me. "Do you have one of our discount cards?" "No," I replied. This is a card that they sell for $25 annually that gives you 10% off purchases. Being the math wizard that I am, I calculated that just the breakeven on the card is $250 worth of purchases yearly. I might already spend that amount at this store but I also buy a ton from Amazon, or whatever airport bookstore I wander into, so I had already decided I wasnt going to get one. And, I was in a hurry, plus there were plenty of people behind me I didnt want to hold up. "Would you like to get one?" "No, Ill pass, thanks." Then he used it: What I call the Goofy Objection Rebuttal Technique. "Dont you like to save money?" My first, unspoken reaction was to say, "And d

Overcoming The Dreaded Price Objection

Objections are a natural part of the sales process. Yet, after 15 years of working with sales people I have found that many have a difficult time dealing with price objections. Here are a few strategies that will help you overcome price objections more effectively. First, it is critical to know that price is not the primary reason make their buying decision. I have written several articles about this topic before but unfortunately too many sales people fall prey to the myth that price is the only reason people buy a product or service.. While this may be the case in some situations, it is seldom the focal point of persons final buying decision. Unless you are dealing with someone whose sole focus is to get the lowest price (and that does happen), the best strategy is to effectively demonstrate the value of your product or service. Simple in theory; however, difficult to execute. Many sales people use an approach that is ineffective. They fail to clearly demonst