To help you reach your sales goals
Posts tagged Sales
How to Overcome an Objection
Jun 9th
Thank You For Your Business
Jun 9th
The Big Four Sales Questions
Jun 9th
The Sales Silver Bullet
Jun 9th
Three Power Words in Sales
Jun 9th
I've Got A Sales Secret For You!
Oct 28th
How to Soften and Overcome Objections
Oct 20th
How to Soften and Overcome Objections
· Objections are simply requests for more information.
· They’re really “steering signals,” that point the way to
your success.
· Plan and practice your answers and work them into the
conversation.
Suppose prospect says, “Your idea (service, suggestion, etc.) costs too much.” Here are some strategies you can use to overcome this objection–and others: “We don’t have the time”; “It’s not in our plan”; “Our people are not ready for it”; “We’re used to another model”.
1. Re-phrase in the form of a question, then answer the question on your terms, not the prospect’s:
“I wonder if what you may be saying is, ‘What makes this program worth the 20% higher price’? Let me explain it this way–”
2. “Yes, and–”
Never say “But”. Say “And” instead. Then add information that actually overrules the objection. “Yes, it does cost more. And at the same time it produces 20% more reliability.”
3. Compliment the person. (He’s done his homework and wants to stump you.)
“You’re absolutely right. Staff time really is important. Only someone who’s examined the facts as you have will see that a less expensive approach will require more staff time to follow up on leads.”
4. Ask for less. (When it’s clear you can’t have everything you want, make an offer that’s more acceptable.)
“I can understand your reluctance to authorize the full campaign right now. At the same time, you’d probably like to get started soon. Why don’t we go ahead and start Phase One as a ‘pilot’ project?”
6. Feel-felt-found. Show you understand their feelings; tell them others have felt the same way; then show what the others found. Here are the three sentences using “feel”-”felt”-’found,” and three more with different words that aren’t so obvious:
“I understand how you feel when you say that…” (Or, “I understand your position when you say that…”
“Others have felt the same because…”or (“Others had much the same position at first.”
“And what they found was…” or (“And when they considered the long-range benefits, they realized that…”)
www.selling-smart.com
Are you curious if social media works? You should be!
Jun 30th
From The Street:
Are you curious if social media works? You should be! Within the last 60 days Facebook has grown to over 480 million people making it the 3rd largest country in the world. LinkedIn has grown to over 70 million. Twitter is over 120 million.
So you are on the fence, thinking and thinking instead of doing!
Here are 4 reasons to get started:
Referrals: YES! I just conducted a seminar yesterday on social media and I surveyed the room over 40% stated they were forwarded a post on social media from a friend to attend my seminar; that is a referral in my mind.
Social media defense: Protecting your brand and listening is one of the best ways to protect your brand. Use tools such as Google Alerts and Alterian to help protect your brand.
Competitive intelligence: Monitoring your competition is critical in business using tools such as Hootsuite you can register your competitors name and monitor their activity.
Fan page: Facebook offers you the opportunity to build and develop a following and have your followers engage in conversations to increase sales.
Get started today!
Good Luck on Your Next Sales Call,
Mike
Mike Krause is the Chief Sales Architect and owner of Sales Sense Solutions where he gives CEO’s VP of Sales and Sales Professionals stellar sales results they want by implementing the tactics, tools and high performance strategies they need.
From The Street: Do you want to increase your sales? Leave YOUR phone number and I guarantee it will increase your sales!
May 21st
From The Street: Do you want to increase your sales? Leave YOUR phone number and I guarantee it will increase your sales!
By Mike Krause “Giving You 110%”
It still amazes me after listening to a 3 minute voicemail and life story of the person leaving the message they DO NOT leave their phone number? People are way too busy to search for your number and they will not return your call.
Sample script and some tips for you:
Hello <Prospect>. This is ________with _________ my direct number is _______I wanted to introduce my company and learn more about your needs at ___________. We can handle your ______________
Please call me when you get back to your desk directly to ____________thank you!
1. Phone number is left twice
2. Purpose of call
3. Be in silence no back ground noise or babies
4. You are curious about their business
5. You are to the point
6. You are clear in your message
7. It is not all about you
8. Point of action
9. You are offering a win/win
10. You are not going on and on and on.
11. Mike’s AH HAH! Your message is short and to the point, you leave your phone number twice so the prospect does not have to listen to your message in its entirety again.
To Your Sales Success,
Mike
“Giving You 110%”
Mike Krause is the Chief Sales Architect and owner of Sales Sense Solutions where he gives CEO’s VP of Sales and Sales Professionals stellar sales results they want by implementing the tactics, tools and high performance strategies they need.
