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Will You Add? - Boost Your Sales With These Proven Responses
General Motors Corp. announced in late November 2005 that it will close 9 of its United States auto manufacturing plants as well as three assembly-related plants which includes one location in Canada. Ford Motor Co. followed suit in early December 2005 announcing it is considering the shutdown of up to 8 of its U.S. manufacturing plants, including engine and assembly operations, with one in Mexico. Americans are well familiar with the downsizing, outsourcing and offshoring of the U.S. manufacturing base which has seen 2/3 of its jobs lost in the past 20 years, having been traded in for third world cheap labor. And while white-collar workers have hardly been immune from offshoring practices infiltrating boardrooms, indication this week is that the tide has changed.Both the Intel Corp., th
--> “Not really. How does this price compare to what it’s costing you to do nothing about this problem?”
--> “Frankly, that’s exactly why you need me.”
OBJECTION #4: I SHOULD BE ABLE TO DO IT ON MY OWN
--> “Hmmmm…how long have you been dealing with this issue? If you haven’t solved it on When five years ago I was faced with having to sell my services for the first time I was terrified. I hated asking for the sale. I dreaded the part where my potential clients inevitably came up with objections why they couldn’t use my services.
I’ve since learned that lack of objections is not necessarily a good thing. In fact, I now welcome it when prospects tell me “why they can’t”.
Frankly, when a potential client shares his reasons why he or she hesitates to take advantage of my offer, to me it’s a sign of two things; one – they are interested in my services, and two – I’m getting closer to closing the deal.
But many professionals find “overcoming” objections and “closing” the deal stressful, unpleasant and “pushy”. If that’s you I want to share with you two lessons that helped me develop a different mindset around this.
First, a “no” doesn’t always mean “no”. Mostly it simply “not now” or “I don’t have enough information to say yes.”
Second, you can’t “overcome” your prospect’s objections – but you can give them information and tools that allow them to make a new decision.
If you too experience anxiety around “closing sales” here are my favorite responses to the top five objections your prospective clients are likely to raise.
OBJECTION #1: I HAVE TO THINK ABOUT IT
--> "I don't blame you. Hiring a --> “Yes, I can see how this can be a big decision. You know I found that typically my clients are initially concerned with one of the three things: is the problem important enough to solve it now, is this the right solution for your situation, can you afford the solution? Which one of those concerns you the most?”
--> “Hmmm... I see. Let me ask you… Let’s say we get started on this project – what are the downsides?”
OBJECTION #2: I HAVE TO TALK TO MY PARTNER ABOUT IT
--> ”Great. What kinds of questions do you think they might they ask?”
--> “Good idea. I always discuss decisions like this with my partner (or spouse). But let me ask you a question – what will you do when your partner doesn’t like the idea of us moving forward with this?"
OBJECTION #3: IT'S TOO EXPENSIVE
--> “Expensive comparing to what?”
--> “Yes, it’s a sold investment. I tell you what - I know this is only worthwhile if you produce solid results, right? What's the one result you would want to be absolutely sure we could produce in the next --> “Not really. How does this price compare to what it’s costing you to do nothing about this problem?”
--> “Frankly, that’s exactly why you need me.”
OBJECTION #4: I SHOULD BE ABLE TO DO IT ON MY OWN
--> “Hmmmm…how long have you been dealing with this issue? If you haven’t solved it on First, a “no” doesn’t always mean “no”. Mostly it simply “not now” or “I don’t have enough information to say yes.”
Second, you can’t “overcome” your prospect’s objections – but you can give them information and tools that allow them to make a new decision.
If you too experience anxiety around “closing sales” here are my favorite responses to the top five objections your prospective clients are likely to raise.
OBJECTION #1: I HAVE TO THINK ABOUT IT
--> "I don't blame you. Hiring a --> “Yes, I can see how this can be a big decision. You know I found that typically my clients are initially concerned with one of the three things: is the problem important enough to solve it now, is this the right solution for your situation, can you afford the solution? Which one of those concerns you the most?”
--> “Hmmm... I see. Let me ask you… Let’s say we get started on this project – what are the downsides?”
OBJECTION #2: I HAVE TO TALK TO MY PARTNER ABOUT IT
--> ”Great. What kinds of questions do you think they might they ask?”
--> “Good idea. I always discuss decisions like this with my partner (or spouse). But let me ask you a question – what will you do when your partner doesn’t like the idea of us moving forward with this?"
OBJECTION #3: IT'S TOO EXPENSIVE
--> “Expensive comparing to what?”
--> “Yes, it’s a sold investment. I tell you what - I know this is only worthwhile if you produce solid results, right? What's the one result you would want to be absolutely sure we could produce in the next --> “Not really. How does this price compare to what it’s costing you to do nothing about this problem?”
--> “Frankly, that’s exactly why you need me.”
OBJECTION #4: I SHOULD BE ABLE TO DO IT ON MY OWN
--> “Hmmmm…how long have you been dealing with this issue? If you haven’t solved it on --> "I don't blame you. Hiring a --> “Yes, I can see how this can be a big decision. You know I found that typically my clients are initially concerned with one of the three things: is the problem important enough to solve it now, is this the right solution for your situation, can you afford the solution? Which one of those concerns you the most?”
--> “Hmmm... I see. Let me ask you… Let’s say we get started on this project – what are the downsides?”
OBJECTION #2: I HAVE TO TALK TO MY PARTNER ABOUT IT
--> ”Great. What kinds of questions do you think they might they ask?”
--> “Good idea. I always discuss decisions like this with my partner (or spouse). But let me ask you a question – what will you do when your partner doesn’t like the idea of us moving forward with this?"
OBJECTION #3: IT'S TOO EXPENSIVE
--> “Expensive comparing to what?”
--> “Yes, it’s a sold investment. I tell you what - I know this is only worthwhile if you produce solid results, right? What's the one result you would want to be absolutely sure we could produce in the next --> “Not really. How does this price compare to what it’s costing you to do nothing about this problem?”
--> “Frankly, that’s exactly why you need me.”
OBJECTION #4: I SHOULD BE ABLE TO DO IT ON MY OWN
--> “Hmmmm…how long have you been dealing with this issue? If you haven’t solved it on OBJECTION #2: I HAVE TO TALK TO MY PARTNER ABOUT IT
--> ”Great. What kinds of questions do you think they might they ask?”
--> “Good idea. I always discuss decisions like this with my partner (or spouse). But let me ask you a question – what will you do when your partner doesn’t like the idea of us moving forward with this?"
OBJECTION #3: IT'S TOO EXPENSIVE
--> “Expensive comparing to what?”
--> “Yes, it’s a sold investment. I tell you what - I know this is only worthwhile if you produce solid results, right? What's the one result you would want to be absolutely sure we could produce in the next --> “Not really. How does this price compare to what it’s costing you to do nothing about this problem?”
--> “Frankly, that’s exactly why you need me.”
OBJECTION #4: I SHOULD BE ABLE TO DO IT ON MY OWN
--> “Hmmmm…how long have you been dealing with this issue? If you haven’t solved it on --> “Not really. How does this price compare to what it’s costing you to do nothing about this problem?”
--> “Frankly, that’s exactly why you need me.”
OBJECTION #4: I SHOULD BE ABLE TO DO IT ON MY OWN
--> “Hmmmm…how long have you been dealing with this issue? If you haven’t solved it on your own so far what makes you think you can do it now?”
--> “Yes, I suppose you could. But let me ask you something – when was the last time you saw (heard) of a heart surgeon performing an open heart surgery on himself?
--> “With all the respect…I must disagree. If you thought you could solve this problem on your own we wouldn’t be talking right now. Tell me, how would things be different if you could rely on an unbiased opinion to give you a fresh perspective of this problem?”
OBJECTION #5: I DON'T HAVE THE TIME RIGHT NOW
--> “Yes, it will take some time to address this issue. How much more time per week could you devote to other, revenue-generating activities if you could eliminate dealing with this problem on ongoing bases?
--> “That’s funny; you just told me it takes you 10 hours a week to deal with this problem – wouldn’t it make sense to hire someone like myself and solve it so that you can use your time on more productive tasks?”
--> “Wow, if you are that busy and you are still not getting the results you want perhaps it would make sense to start the project by helping you better prioritize your activities and leverage your time more effectively?”
These are only a few examples of responses I found helpful in getting to a “yes” in negotiating a sale. Rather than trying to memorize those specific sentences learn the underlying concept.
On objection is a cover for a deeper concern. By voicing it your prospect gives you an opportunity to address it and provide information to eliminate it. So quit trying to prove your point and instead ask thought provoking questions. I think you will be pleasantly surprised by the outcomes ;-)
(c) 2004 Adam M. Urbanski
If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It’s easy to focus on perceived difficulties, such as the so-called ‘language barrier’, while not noticing the real pitfalls – until it’s too late. I learned three lessons the hard way: appreciate the different cultures, understand the value of quality vs. speed, and know which foreign language is key to your business.If you hope to compete with local firms in Europe you must understand European business cultures. Notice the use of the word of the word ‘cultures’ - plural. When I first started doing business in Europe, three years ago, one of the first things I learned was that the European business environment is much more diverse than in the States. Despite the introduc
Small businesses are the fastest-growing aspect of American industry. But what does it take to start a successful small business? It takes marketable skills, energy, confidence, and vision.A successful entrepreneur must also have determination and tenacity, and of all the skills these two are perhaps the most important. An entrepreneur must know when something cannot be done. An entrepreneur never gives up after the first failure. If an entrepreneur doesn’t succeed one way, then he or she finds another way.If you’re serious about starting your own business you have to ask yourself some very important questions. “What do you do best?” “What do you like to do?” What does the market want?” If you find one answer for all three, you are going to succeed.However, it takes more th
Whether you're new to the mortgage business or been sitting on the sidelines for a while, this is a great time to get involved and jump-start your mortgage business.The U.S. housing market is still encouragingly active...thirty year interest rates although fluctuating are still below 7.00%...home equity interest rates have risen enough to force many folks to refinance and eliminate the higher rate line of credit...and, over 21 trillion dollars in adjustable-rate mortgages are ripe for conversion in the months ahead, to other mortgage products.Here's what you need to do:1. Make a list. Yes...you need to make a list of everyone you know. You've heard this before...the moneys in the list...and it's absolutely true. Make sure that you have their address, phone number, and email
1. Find a strategic business partner. Look for ones
that have the same objective. You can trade leads,
share marketing info, sell package deals, etc.2. Brand your name and business. You can easily
do this by just writing articles and submitting them
to e-zines or web sites for republishing.3. Start an auction on your web site. The type of
auction could be related to the theme of your site.
You'll draw traffic from auctioneers and bidders.4. Remember to take a little time out of your day
or week to brainstorm. New ideas are usually the
difference between success and failure.5. Model other successful business or people. I'm
not saying out right copy them, but practice some
of the same habits that have made them succeed.6. Take risks to improv
And here it is: public relations alters individual perception
leading to changed behaviors among the key outside
audiences of a business, non-profit or association manager.
It happens when the manager applies positive actions
affecting the behaviors of those important external
audiences that most affect his or her operation.That’s the sweet ice cream. The whipped cream comes as
that manager persuades those key outside folks to his or
her way of thinking. The cherry-on-top arrives when
s/he moves those people to take actions that let his/her
department, group, division or subsidiary succeed.A darn nice sweet spot, in this case described as an ice
cream sundae. But one that has a real basis for such
action: people act on their own perception of the facts
befo
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