| |
| |
|
Sales Training Information |
|
|
|
Eliminating Objections to Increase Sales
You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all? Engineering Your Marketing We'd use a trowel to construct channels in the dirt, put the hose at one end and watch the water flow. If we wantedthe water to go straight, we'd remove rocks and debris toclear a path. We became sophisticated engineers, guiding water around corners and across short aqueducts. We felt like masters of the universe, directing the water where we wanted it to go. (You can bet my mother loved seeing uscome into the house at the end of the day.) Plan your marketing to take charge of increasing your sales. Your marketing can lead prospects to your products and services the way my friends and I engineered our waterworks; by making clear paths and removing obstacles. Channel your prospects' attention and interests and eliminate objections. Below are the four most common objections and ways to eliminate them. Lack of Interest Lack of Leads Once you have their attention, use your conversation, your emails and your web site to ask them what they want and need. Lack of Credibility Pricing Objections Still not converting as many prospects to clients as you'd like? Use questions to find out more about what they want, and what their concerns are. Then address each of these objections up front and remove them as potential sales killers. Think of your target market as a reservoir of water waiting to be tapped. If you eliminate the barriers between them and you, you could send a steady stream of new clients and customers your way. Now, don't just imagine it, do it. Start eliminating your prospects' objections and create a clear path for them to become clients and customers. Help your prospects get what they want and you'll get what you want, more clients. 2004 © In Mind Communications, LLC. All rights reserved. The author, Charlie Cook, helps service professionals and
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
8 Must Questions to Ask in Every Sales Situation Solving people's and organization's problems is ultimately what business is all about. Effective selling involves defining your existing or potential customer's problems. Survival On The Road! A Resource For The On The Road Sales Professional It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you are like the vast majority of "rocket roadsters" you drive your own car. Putting Benefits Before Features Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation.As I listen patiently and attentively, I privately critique the sales person as they make their pitch. Prep Your Customer When I first moved to Seattle, I worked for 9 years as a paint contractor. It is amazing the lessons I learned from this field, that I now carry into the field of sales. A Stupid Question This is a stupid question but it has to be asked.Does your sales letter create as many sales as you would like?What proportion of them respond to your advert?What is just as important, how many of those that responded actually purchased your product?How can you improve the response rate?How many new email addresses did you capture?Do you have an 'opt in' strategy so that you can mail them later with more offers without being accused of spamming?Let us look at the sales letter first. Resistance Training for Sales People What was the quickest rejection you ever got? 2 minutes into your call? 1 minute? 15 seconds, 3 seconds?Resistance comes in many forms in sales. Buyers may resist from the beginning of the presentation to the very end. A Simple Sales Strategy: Talk to Yourself! You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand? If you spend that time saying what I propose below, you will effortlessly and naturally become very attractive to your potential clients. Transforming Problems into Sales My silent fish tank was no more. Enough water had evaporated to make the filter gurgle. How to Sound Just Like a Salesperson Prospect - "So now that I've told you what we are looking for, do you think that you can help us with this?" You - "Absolutely!" (or) You - "Definitely!" (or) You - "You have come to the right place Mr. Prospect" Answering questions about your capabilities with enthusiastic affirmative responses makes you sound just like a salesperson. Using the Consultative Approach to Gaining Sales What do we mean by a consultative approach?When you hear the word "salesman", it usually brings to mind someone that is pushy and will not take no for an answer. If you stated you were in sales with a prospective client, it would likely turn him off. 11 Proven Sales Strategies to Help You Close The Deal There are a number of sales closing strategies that you can learn with different ones applied in different situations. Each salesperson might be more comfortable with one or another. Just Ask For the 'big three' automobile sales consultants, the 'employee discount pricing' has made it to easy to sell. It has been great for a change. Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale.This is commonly referred to as "needs based selling. Sales and the Law of Attraction I'm about to challenge your belief system, or at least I'm going to try.I'm going to tell you exactly why you make a sale, and why you do not. 4 Reasons Why the Sale is Not Made When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. How To Go Perpendicular In Your Sales Territory First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?"1. Did you achieve all of your personal goals in 2004?2. Sales Prospects Avoiding You? This issue's topic on sales prospects comes in response to a question I received from a reader. Question: Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. Sales Language: Whats Wrong with But? Language is one of the most important tools you have to influence someone. The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities. 12 Sure-Fire Steps To Improve Your Retail Sales The purpose of any business is to bring in customers, and it can only be accomplished through marketing. If your cash registers don't ring, something is wrong and you had better find out what is wrong fast. More Sales with Less Selling Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets?The smell of fresh baked goods and the memory of the taste of a candy bar makes us want to buy more. The owners of bakeries and candy stores don't have to spend a lot of time extolling the merits of their goods or the length of time they've been in business; they can concentrate on helping us satisfy our appetites.
|
| home | site map |
| © 2006 |
