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A sales manager who reads this newsletter regularly suggested the topic for this issue. "I read your news letter weekly Benoit Costil France Jersey , and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward to further readings in the future." Time and money are the most critical resources that everyone has - whether we are speaking of an individual or a business. Both time and money are abstractions that measure the amount of resources that we have available to expend. So if someone claims "I don't have the time for this right now" or "I'm sorry I just don't have the money" Bacary Sagna France Jersey , then what this person is really telling you is that you have not justified why they should expend their precious resources on what you are selling. If you dig down into any "sales objection", ultimately you will find either time, money or both at the root. Let's take a look at a few common sales objections: -That looks too complex for me = time. -We don't have any budget money left = money -We already have a supplier for that = time andor money -I don't have the staff to support that = time + money -Sorry, we don't need that = time andor money -I can't talk with you right now = time In all of these examples Antoine Griezmann France Jersey , the seller hasn't demonstrated his worth or value to the prospect. So if someone gives you a sales objection, then he is really telling you that you haven't shown him anything of value to him. You haven't justified to him why he should expend his precious resources on you. If you've read any sales books, or been around selling for awhile, you might be thinking "sales objections are great - each sales objection moves me one step closer to closing the sale." I know that I was taught that years ago in IBM Sales School. In traditional selling Anthony Martial France Jersey , this is true. Your supposed to get in there, make your pitch, and fight down the sales objections until you get an order. Consider an alternative - just avoid sales objections completely. It is possible. How? Find out the pains, desires Andre-Pierre Gignac France Jersey , and values of the prospect. Show them a solution involving your prospectservice that meets these. Find out precisely what they want by asking questions. Use this knowledge to propel the sale forward. Propel them toward what they want to have, eliminate, or most value. The prospect will sell themselves, and will be able to resolve their own "sales objections". If you think about it Adil Rami France Jersey , your easy sales were like this. Your hard ones, or the ones you lost, weren't. I want to make one more point here while I am thinking about it. Finding your prospect's pains, desires Wholesale France Soccer Jerseys , and values is somewhat different than discussing and presenting benefits to him. Benefits are great for marketing and online selling (because these are non-interactive). Use benefits for your marketing and online selling efforts. Use questions to determine the true pains and wants when selling. Find out what people and businesses want to avoid, have more of, or desire most. Then show them how you can help them get what they value most. 脙茠脝鈥櫭兟⒚⑩€毬吢∶兤捗⑩偓拧脙鈥毭偮?1999-2004 Shamus Brown, All Rights Reserved. |
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