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Will You Add? - Don't Overcome Objections - Sell Value
(Excerpted From the Jim Rohn Millennium Weekend Event)Persistence in your presentations, this is one secret to success. After my first presentation, I got up and did it again. Even though I was scared to death, I did it again. And that second one wasn't too good, but guess what. I did it again, and I did it again. And I worked up my courage, and I did it again. I committed to it, and I did it again. And finally, it got to be a little bit easier. I got a little more acquainted with the art of presenting.
Good customer service is indeed hard to find, much more to provide. It is one thing to want to provide good customer service to your customers and yet another thing to do it. Information sharing between the management and frontline staff, budget constraints and equipments needed to do the job makes providing good customer care harder than it seems.But with these simple and age-old tips, you can boost your customer care program without even shelling out a huge amount of cash. Moreover, these customer car
1. Poor prospect qualification.
2. Poor timing.
3. Hidden agendas on the part of the prospect.
4. Lack of trust.
5. Lack of respect.
6. Lack of understanding by the prospect in some aspect of
your sales message.
7. Lack of acceptance of your sales message.
When a prospect gives you sales objections or sales resistance one of the above issues is usually the case. However, they might not tell you their real reason. There is what I call in the sales process a truth line. Prospects often tell you what is above the line hiding the real truth below the line. For example. The prospect says, the price is too high.” What else could they really be saying? What is below the truth line. “I don’t have the money or credit. You haven’t convinced me it is worth the price you are asking (perceived value). I don’t have the authority to make a decision , but I don’t want to admit that. So you see there is more to sales resistance than meets the eye. One technique I have used when I get sales r
In every instance, the audience itself will have an impact on your presentation. Consider the way you communicate with your friends, your children (or nieces/nephews), and your parents. Whether you mean to or not, you probably select different approaches when communicating with each group. While you may approach your parents with deference to their age and experience, you'd probably expect a young child to have less knowledge of the world and to respect your own wisdom. Thus, when presenting an argument to the
5. Lack of respect.
6. Lack of understanding by the prospect in some aspect of
your sales message.
7. Lack of acceptance of your sales message.
When a prospect gives you sales objections or sales resistance one of the above issues is usually the case. However, they might not tell you their real reason. There is what I call in the sales process a truth line. Prospects often tell you what is above the line hiding the real truth below the line. For example. The prospect says, the price is too high.” What else could they really be saying? What is below the truth line. “I don’t have the money or credit. You haven’t convinced me it is worth the price you are asking (perceived value). I don’t have the authority to make a decision , but I don’t want to admit that. So you see there is more to sales resistance than meets the eye. One technique I have used when I get sales
In the tough economy that we're currently facing, it can be quite difficult to find a job that suits your skills and pays well. It's important to take advantage of every opportunity that you can to boost your employability, and in this article, we'll mention some tips at how to get yourself the job that you deserve.- One thing that people can do to boost their employability is to participate in some volunteer work. A rewarding experience in and of itself, volunteering can help you to learn skills tha
If image is all about how great you look, it makes the job of image management so much easier! However, the truth is that even though in the first instant it is about how you look in terms of dressing and grooming, the rest is about your body language and words. In this article, I’m not about to coach you on body language and the words you use. I found that there is something more potent - your own integrity in how you deal with people, which affects your body language and choice of words.I once met a v
Marketing is all about credibility, the more your customer believes in your advertising the more likely he is to purchase your service or product.A great way to increase the credibility of your marketing is to let your satisfied customers sell your service or product for you. Case studies are a wonderful way to do this.Case studies can be used as stand alone advertising or they can be embedded into longer manuscripts to increase their lead generating power.Stand alone uses are as short art
The rationale for this question is: I am accepting their objection as real for them. I am not challenging it. But, I am asking what else is there? If there is nothing else they will either admit that there isn’t or make one up. In either case I am further below the truth line. If they admit there isn’t I am now closer to closing the sale presuming I can effectively deal with this issue.
The key to disarming sales resistance is to identify early in the process what the potential areas of concern are and then weaving the answers into the sales process.
You can effectively answer sales objections all day long and still not close the sale if you are not dealing with the real issues.
Why people chall
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