Overcome Overcoming Objections: How to Address Competitors

We don't want to say derogatory things about anyone, including competitors. Yet, the temptation is great when we know we’re so much better and our prospects are thinking about choosing them! So… how do we handle this predicament? What wise, appropriate and successful way to handle this?

Before I answer this, let’s look at the alternative
If you approach this by talking about what your competitors are not or what they don’t have, you are spending time talking about your competitors! Now you've got your customers and prospects thinking about them and not you. Ouch. You want air time focused on you and them not them.

The easy solution
The good news is, it's easy. Simply say, "What companies like about me is. . ." This six word preface is 100% positive, focused exclusively on you and your good points, and directs the conversation where you want it to go. Now you can say anything you want, and you’re taking them where you want them to go. Now, you are in charge of the conversation, and you have them focused on you and your good points.

This gem will help you avoid pitfalls and speed the sales process.

Here's to stress-free sales,

Jenae Rubin
Jenae@SalesPowerhouse.com
www.SalesPowerhouse.com

Overcome Overcoming Objections: Heart Trumps Wallet

"While money is the oxygen of a business, it's not it's purpose.*" People will not do business with you to give you money. They will give you money because of what you can do for them. Many forget this simple fact.

Not only does doing things we know is wrong cause us stress and illness, it causes us sales!

• If we don't believe in every cell of our being that what we are selling is completely right for our customers and prospects, they will pick up on this... and not buy from us.
  
• If we take money from a customer and do not deliver, we reduce (or kill) the chances of their doing business with us again.

It's hard enough to get business in the first place, why lose it because we're scared.

Trust yourself and your product well enough that you prefer to walk away from sales that are wrong for your business before forcing or begging for business.

The easiest way to get there is to develop your sales skills and product. When both are strong, you will sell success and be successful.

Here's to stress-free sales,

Jenae Rubin

Jenae@SalesPowerhouse.com
www.SalesPowerhouse.com
954-290-9896

Overcome Overcoming Objections: Why Is Sales Stressful?

Sales is stressful when we approach prospects with the intention of making a sale and the fear of not making a sale. Prospects accept appointments reluctantly (that’s why we have so much difficulty getting them on the phone in the first place) and are armed with a litany of excuses (you call them objections) to get rid of you.

It is this dichotomy of goals (you want to make a sale and they want to protect themselves) that creates stress. Imagine if you both wanted to meet. Imagine if neither felt the other was going to try to force anything on him. Imagine you both feel the only acceptable outcome is the satisfaction of client’s goals. You just began the journey to stress-free sales.


This is an excerpt from Jenae's upcoming book, Stress-Free Selling^TM: Make Objections Disappear


Here's to stress-free sales,
Jenae
Jenae@SalesPowerhouse.com
http://www.salespowerhouse.com
954-290-9896

Overcome Overcoming Objections: Increasing Prices

Did your rates go up this year? Are you concerned about how your customers are going to take it? Are you having a hard time passing along the increase? Follow three simple steps and you will make telling your customers easy:

1. Be comfortable and positive
2. Address their hot buttons, and
3. Include values when you give price.

Confidence Rules
If you are scared about how your customers and prospects will react, they'll sense your fear and react exactly the way you don't want them to. The solution to this is easy! Be comfortable with your prices. If you're not, talk to whomever you need to talk to in your company to get comfortable. You will be at best marginally successful when you don't completely believe that what you selling is fantastic for your customers.

Stay Focused on Them!
If your prices were 20% lower, you would still only do business with those who see your value. It's not your price that determines if people will do business with you. Price is only an issue when they see nothing else to compare. Stay focused on how you can help them achieve their major goals and overcome their biggest challenges.

The Secret Weapon
When you do announce the price, say these words immediately following the number, "and that includes. . . " Now remind them. . .

1. What benefits you have that your competitors don't,
2. What value addeds they are getting, or
3. What major hot button you help them with

Follow this simple formula, and 2007 will be a great year.

Here's to successful, stress-free sales^TM,

Jenaé Rubin
Jenae@SalesPowerhouse.com
954-290-9896

Overcome Overcoming Objections

Is "Stress-Free Selling" an Oxymoron?

This is an excerpt from Jenae's new book, Stress-Free Selling^TM) - The 7 Steps to Successful Sales, which is being written as you read this.

There's nothing moronic about it! What's moronic is that we make sales hard. At the end of a one day program, JD, the Director for a $38 billion division of a financial company said to me, "Jenae, Stress-Free Selling is easy." To which I replied, "Imagine if it were difficult! Sales is hard enough. . . It's a shame we make it hard!!!"

Some people think their problem is, "The market's really tough right now" or "My competitors are cutting their prices so much, we can't match them" or "You don't understand my industry, Jenae. Price is the only thing that matters." I've heard this from people in every industry in every size. Everyone thinks the problems are outside themselves.

In 1980 when I joined International Publishing Company of America, the airline industry was being deregulated. Inflation was at an all time high (18% interest), and everyone was crying wolf. But, fresh out of college, with no sales experience or training, I blew the doors off sales to the highest level the company had ever seen. How can that be?
There are several reasons. The first of which is to believe. If you think you can or you think you can't, you're right. My first business lesson was that I could succeed when I wanted to. . . and fail when I wanted to. I didn't want to fail. What about you?

When you believe, in every cell of your being, that what you are selling is absolutely perfect for the people you are trying to do business with, they will believe. When you have doubts about the value of your product, the price of your product, or anything else, prospects are going to sense you doubt and buy your doubt rather than your product. People buy because you believe not because they believe. So believe in every cell of your being in what you are selling. If you don't figure out how to, or find something else to sell.

The reality is you can sell without discounting, to more people, more easily and more often. . . regardless what's happening in the market. Of course you can help yourself. The way I learned to sell was by listening to sales cassettes, reading books and going to seminars. Then I implemented what I learned!

You wouldn't build a house on a shaky foundation, but many sales calls are made without preparation and ground work. Sure your house may stand for a little while, but if the base is not well set, it's sure to fall, and you'll have difficulty living in it for a long time. Well, it's the same with sales. Before we approach someone, we need to create a good foundation.

Here's to Stress-Free Selling,

Jenae Rubin
Jenae@SalesPowerhouse.com
954-290-9896