The last two days we have been talking about the system to answering objections. First you validate the objection, and then you clarify the objection. Before we continue with the third step, which is isolating the primary objection, it is very important to understand a principle that applies to any system.
Whether you are using a system to answer objection or to remember names, you need to follow the steps of the system much like following a recipe to bake a pie. When you have recipe, it gives you specific instructions on how to prepare specific ingredients to get a desired result. If you begin to modify the instructions or the ingredients or the amount it changes the results.
Yesterday we broke down the power of having a system to use for answering sales objections. Then we talked about the first step to answering objections which is to validate what the person has said.
Today we are going to talk about the second step in the system for answer objections which is to clarify the objection. Once our prospect or client knows that we are listening to them by validating their objection, we must figure out what they are truly objecting to.
The dictionary defines “clarify” as: to make clear, easier to understand, to clear up confusion or uncertainly. This is exactly what must be accomplished because many objections are ambiguous or a wondering generality. Read More...
The best sale people understand that answering objections is a natural part of the sales process. The best way to answer an objection is before it is brought up by the prospect. Realize objections are actually healthy communication and that, when the client verbalizes an objection, a process to handle that objection is more effective than a razor-sharp response.
This three part series is going to discuss that simple process to handle any objection: Step 1 – Clarify, Step 2 – Validate, Step 3 – Isolate the Primary Objection.
To begin, let us make sure that we are all on the same page as to how we perceive objection. Most of us, are in agreement that the majority of Read More...
Close the Deal presents you with a revolutionary, yet remarkably simple, 7-Step System for regaining control, removing pressure, and ultimately closing more sales and generating more profit than you ever will by using those tired old-school techniques.
The Sandler 7-Step System is based on the Read More...
One of the greatest challenges people face when trying to make personal improvement is feeling overwhelmed. This probably stems from the belief that in order to make incredible progress in their life, they will have to start by creating a long and detailed list of the things they are doing wrong and all the things they are going to have to change.
That thinking is simply inaccurate. The Winning Edge Theory states that tiny improvements, in specific areas, produce HUGE results on the backend. Here are some examples.
In the Kentucky Derby, the winning horse receives prize money 10 times greater than the horse it beat by a ‘nose’. In professional baseball, the difference Read More...
How fast can you assemble this puzzle? Change the puzzle cut and piece number to increase the difficulty The more you play the stronger your mind becomes! Read More...
We’re going to go a step further in discussing the need to take personal responsibility for achieving success. The focus of this blog post is about believing in yourself because loving yourself and believing in your abilities is vitally important to making the most of out life.
I’ll start by asking you this simple question……..Do you believe in yourself?
Now some of you may have automatically answered yes! Of course I do. But some of you may have a little trouble with this one. You know you want to, but sometimes you struggle with actually doing it. And you’re not alone.
As we grow up, we get messages from our teachers, our parents, our Read More...
How many times have you said, “I don’t have the time…..” or “I wish there were more hours in the day.”
The truth is, we are each in the position of being in control of setting our schedules, our priorities, our budgets, our relationships, and our thoughts, and yet many people relinquish that authority to chance. An old adage says that, “people plan to fail by failing to plan.”
Today I am going to talk about your time and how to be proactive with your planning. It can literally change not only your day, but the rest of your life!
In my speaking engagements, I often ask people what is their favorite thing to do. I am consistently surprised by the Read More...
Those who get more done in less time get more out of life . . . more rewards, more success, and more free time to pursue their dreams and enjoy themselves.
In fact, you’ll discover from success expert Brian Tracy, that “the quality of your life is largely determined by the quality of your time management.”
The last two days we have been talking about the system to answering objections. First you validate the objection, and then you clarify the objection. Before we continue with the third step, which is isolating the primary objection, it is very important to understand a principle that applies to any system.
