Overcome Overcoming Objections: Why Do We Get Objections, Part 4

End of Year Sale - Through 12/31/2010 - 50% OFF all Downloadable Sales Tools

Stay customer focused

When you are Customer focused, presentation are based on Clients’ needs; you include benefits and Check In. This makes objections go. This is how sales becomes stress free.

Welcome to Stress-Free Selling^®,

Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 - Jenae@SalesPowerhouse.com

P.P.S. For a list of sales resources, click here.

P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).

Overcome Overcoming Objections: Why Do We Get Objections, Part 3

End of Year Sale - Through 12/31/2010 - 50% OFF all Downloadable Sales Tools

Show me the value!

The other reason we get objections is because Customers don’t see value in what you’re selling.

Once again, you focused on yourself and your product/service. When Prospects think your product is almost the same as the others they can buy, then price becomes the only place to make a decision. And they’re right… if this were the case. When Clients see that you can help them achieve their goals and overcome their challenges, then price becomes less of an issue.

The last time I sold for a company, I had more than a 100 active accounts… with no deals. All my competitors haggled. They truly believed they had to. They just didn’t know how to sell value.


You show value with carefully selected features illustrating the benefits to your Clients in a way that helps them achieve their goals. The focus is 100% on them.



Welcome to Stress-Free Selling^®,

Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 -
Jenae@SalesPowerhouse.com

P.P.S. For a list of sales resources, click here.

P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).

Overcome Overcoming Objections: Why Do We Get Objections, Part 5

End of Year Sale - Through 12/31/2010 - 50% OFF all Downloadable Sales Tools

No need

If a Prospect says they don't have a need for your product, find one, or leave. In an ethical world, you have no right to try to sell something to someone who truly does not need your product. There are plenty of people who do. Not only are they easier to sell, they’re the ones you want to sell to!


Welcome to Stress-Free Selling^®,

Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 -
Jenae@SalesPowerhouse.com

P.P.S. For a list of sales resources, click here.

P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).

Overcome Overcoming Objections: Why Do We Get Objections, Part 2

End of Year Sale - Through 12/31/2010 - 50% OFF all Downloadable Sales Tools

You skipped a step!

Here’s what really happens when you get objections. You skipped a step! You are so anxious to make a sale, you jump ahead and quickly start talking about your products. Remember this: people don’t care about you until they see what you can do for them. Heard this before? I’m sure I said it!!!! This is why you get objections… you’ve been talking about yourself, and no one cares. So they throw in an objection to make you go away. And it usually works, because the objections aren’t real.

When objections are real, you want real ways of addressing them, and we’ll discuss that. For now, remember that if you approach the sale in the order we’ve discussed, staying totally focused on them, fake objections are replaced with questions and concerns. These are part of a conversation… not a sales pitch.

Welcome to Stress-Free Selling^®,

Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 - Jenae@SalesPowerhouse.com

P.P.S. For a list of sales resources, click here.

P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).

Overcome Overcoming Objections: Why Do We Get Objections, Part 1

End of Year Sale - Through 12/31/2010 - 50% OFF all Downloadable Sales Tools

Why do we get objections?

Most objections aren’t real. They’re an easy way getting rid of you without actually saying No! Your goal is to eliminate fake objections. You can only do this by having real conversations. The only way this will happen is when your focus is on them, not you.

It sounds strange, but the idea is to sell without selling, to sell without talking about yourself. When you do this, sales happen naturally and stress-free. That’s what we’ve been talking about.

Objections are the first step to a sale

This Old School thought also says, "If you don't get an objection, there is no interest." NOT!!! In the old days, when manipulative selling ruled, this may have been the case. Objections indicate you haven't shown me you are worth more than my money. It's that simple. It doesn't mean they don't like you. It doesn't mean any of those things going on in your head. It just means that the value isn’t evident. It also probably means the focus isn't in the right place.

If Stress-Free Selling® is your goal, then everyone is comfortable. Your Prospects may have questions or concerns. Few objections arise… when sales are approached properly. You’re having a conversation. Objections don’t frequent conversations!

Welcome to Stress-Free Selling^®,

Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 - Jenae@SalesPowerhouse.com

P.P.S. For a list of sales resources, click here.

P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).

Overcome Overcoming Objections: If It's About Them, When Do I Talk About Me?

End of Year Sale - Through 12/31/2010 - 50% OFF all Downloadable Sales Tools

So, when do I tell them About My Product/Service?

If you’re focused on their goals, by showing how you can solve their problems, you become the logical solution. You show your credibility and worthiness by talking about them… not you!

You will be surprised at how few questions Prospects ask about you!
If they need to know more about you, they will ask! When you appear to have the logical solution to their problems, prospects ask very few questions about you. The way many people sell now, they probably spend a lot of time talking about themselves. That’s lopsided!

If you feel you have key points you need to make, in a written proposal, include them as Addendums. In a face-to-face proposal, you will find out when you close the call what else you need to discuss… if anything. Stay focused on your prospects goals, objectives, priorities and obstacles, and you become the only logical decision... and you won't have to speak about yourself hardly at all!

Welcome to Stress-Free Selling^®,

Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 - Jenae@SalesPowerhouse.com

P.P.S. For a list of sales resources, click here.

P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).

Overcome Overcoming Objections: Having a Hard Time Getting Appointments?

End of Year Sale - Through 12/31/2010 - 50% OFF all Downloadable Sales Tools

Is it hard getting past the first couple minutes of a sales call?

Are prospects telling you "My budget's spent" or throwing another objection at you within minutes of speaking with them? If so, here's why...

You're talking about yourself... and they don't care!! I know you think you have to tell them how wonderful your products are when you finally get them on the phone, but that is exactly what is causing your problems. They don't care, and you're not paying attention to that.

If your conversation opens asking to speak about advertising, I'll bet dollars to donuts that you get lots of "I'm not interested" and "We don't have any money left in our budget" rather than "Yes, tell me more."

What is their #1 priority? Probably increasing sales. So try this opening instead: I'm calling to see if we can help you increase sales like we've done for (name a competitor). How's business this year? The likeliness you will actually strike a conversation is multi-fold, and that's the first step.

Of course, you now have to hold their interest, and you do that by asking them questions... not talking about yourself.

This is the first step. If you'd like more ideas, check out the resources on my website, or call me about one-on-one coaching or sales force training. The key is in your hands to increasing sales. My customers are selling without discounting, writing annual schedules, and closing deals regularly. You can too.

Welcome to Stress-Free Selling^®,

Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 - Jenae@SalesPowerhouse.com

P.P.S. For a list of sales resources, click here.

P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).

Overcome Overcoming Objections: Selling is Not Telling

End of Year Sale - Through 12/31/2010 - 50% OFF all Downloadable Sales Tools

Understanding Cliches

When I started selling in 1980, I remember being told "Selling is not telling." It sounded reasonable, but I didn't figure out what it really meant and how to do it for a long time.

In a recent coaching session with a client, this point came up. Here are two ways to sell without telling.

1. Paint word pictures about their situation and desired solutions, and
2. Ask leading questions and get your prospects to tell you what you wanted to tell them!

A combination of the two is most powerful.
Click here to Eavesdrop on the coaching call.

Remember: stay focused on their needs and avoid talking about your product or service. Focus on their needs and then simply show them you are the solution. The audio gives you a perfect example of how to talk about your customer being their customer without talking about your customer! Click the orange play button above this paragraph to listen to a portion of the coaching call.

Though this was a very short (4-1/2 minutes) clip, I this helps you eliminate objections and obstacles. If you need more help achieving your sales goals, call or email me.

Welcome to Stress-Free Selling^®,

Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 - Jenae@SalesPowerhouse.com

P.P.S. For a list of sales resources, click here.

P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).

Overcome Overcoming Objections: Are You on the Same Page?

Do you know where the problem is in an unsold call?

On a coaching call today, I heard the very common statement, "I told them." And my coaching client recited a long list of things she told her prospect in an attempt to convince him to buy from her. Before she finished her list, I felt beat up. I wanted her to stop hammering me. And then I realized, if I feel this way, yikes, how do her prospects feel? Not good, I'm certain.

Here's a simple approach to avoid tense sales situations... and to create positive, fruitful, long lasting business relationships. Instead of telling your prospect a litany of things, chose ONE point to discuss. One at a time...

1. Start with: "It seems to me..."
2. Make your statement
3. End with: "How does that sound to you?"

The biggest mistake salespeople make is thinking that what you have to say is of paramount importance. It's not! What's critical, however, is what they care about. This approach, Checking In assures you know that you are on the same page, because what you are talking about is important to them... and if it's not, this is when they'll tell you. Otherwise, what happens is as soon as they can get a word in edgewise, you hear something like, "I'll think about it," or another version of "Get out of here and leave me alone."

I promise if you make this one change today, this week, you will notice a big difference in your sales skills... and your sales. If you need more help achieving your sales goals, call or email me.

Welcome to Stress-Free Selling^®,

Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 - Jenae@SalesPowerhouse.com

P.P.S. For a list of sales resources, click here.

P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).