Many salespeople struggle with objections, because they are trying to answer the wrong objection. People buy because they see the value in what you are selling. People will NOT buy when they see little or no value for themselves.

Nevertheless, there are also times when people see the value, but still are reluctant to buy. In this case, it may be a matter of budget. They simply do not have the money to obtain the value they desire.

People are often reluctant to come right out and tell you the true source of their objection. If you run into objections, review your demonstration to make sure you are hitting the right value buttons. If that’s all in order, then bring out that last big benefit that you were holding back just in case.

If that still doesn’t Read More...

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.

Sometimes Read More...

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...

Making sales is a process, not an event. When selling becomes a series of steps, a system for communicating with people that is followed consistently, results will follow.

Any sales process should include the following elements:

1) Get a Lead
2) Make Your Approach
3) Fact Find / Understand your Prospects Needs
4) Present a Solution
5) Answer Questions and/or Objections
6) Ask for the Read More...