Posts tagged objection
Match Match Lead

When someone tells you they need to "think about it," or "now's not a great time," or they "have to check with someone else..." those are all excuses they come up with. Basically they want to say, "I"M JUST NOT 100% CONVINCED!"

Which is fine, not everyone has to be, it's your job to get them there. Match Match Lead, is one style on how to do that.

Sell, Don’t Tell

All too often I hear sales people TELLING a prospect about their product or service instead of SELLING them on why what they're offering is a perfect fit for their business. Selling doesn't come in until the presentation, during the fact-find you should be finding out as mush information as possible so when you present your idea, you're presenting a solution (in a persuasive way) that's going to solve the one, two or three issues they said they were having.

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The Future Of Sales Meetings

As territories expand and as businesses grow, I personally find myself doing a lot more meetings over the phone and video conference. One of the most important things we have is our time, and what we do with the time we have to be the most productive. If I can save myself from driving an hour to and from a meeting, still hold it via video conference AND have a few extra hours to get things done, I consider that a huge win. As we move more and more toward this model too and working from home more, we’ll eliminate need for actual offices, saving money for the business. We can essentially work from anywhere in the world too and still be productive. Excited to see what the future has in store!

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Pick Up The Phone

I don’t know if it’s just me or what I’m seeing, but I feel like Sales Professionals are scared to get on the phone nowadays. Everything is emailed or they look for different ways to get in the door to a prospect. Don’t get me wrong, try everything you possibly can, but the numbers don’t lie, nothing beats the “tried and true” Cold Call. Whenever there’s an issue or I’m trying to schedule a meeting, or I’m moving a deal forward, I pick up the phone and make the call. If I don’t get them, THEN I follow up my voicemail with an email so I’m hitting them on both fronts, but you should never lead with the email. Have the prospect hear the excitement in your voice, use the right tone to get THEM excited too and move the sale forward. Don’t be afraid of the phone, but if you are, the best thing to do is just dive in and start making calls because the more and more you do it, the easier it becomes.

Source: Salesforce

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Never Stop Improving

One of the best ways to improve is to constantly be learning. Invest in yourself, read, learn as much as you can, and become the best "YOU" YOU can be.

Here's a few books I'm currently reading to better MYself: @tcaponi 's #TheTransparencySale , @stephanpaternot 's #AVeryPublicOffering , & @jeffreygitomer 's #TheLittleRedBookOfSelling

WHAT BOOKS ARE YOU READING THIS MONTH?? COMMENT BELOW!!

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Presenting Your Material

Put yourself in your prospect's shoes, they aren't as familiar with your product or service as you are. Because of this you need to set up everything and make sure they fully understand every important part about your presentation.

Before presenting anything, TELL the prospect what you're about to show them. Describe the concept, describe what they're about to see and describe why you put this together for them.

Then SHOW them the material. Take your time to walk through (not too much time, but enough) and draw out questions from them:

- This is probably new to you, what questions do you have?

- What do you think?

- Poke holes in this for me, what issues/potential obstacles do you see?

Lastly, TELL them what you just showed them. Re-cap the high points and every way you'll add value to their daily lives.

Tell, Show, Tell

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In Sales, Start At The End And Work Backwards

Always begin with the end in mind. Start every call with what you want to get out of it, start every meeting with your goal and get them to envision their life with your product/service. Then it’s just a matter of working TOGETHER to get there.

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Prepare, Prepare, PREPARE!!

Preparation is KEY in sales. I don’t care if you’re suspecting, prospecting or closing, always make sure you are prepared and performing at your absolute best. You never know who’s going to pick up the phone and what impression you’ll have. As we know, you never get a second chance at a first impression. So prepare for everything, write out scripts, think about where you could lose the sale, think about what holes they could poke in your material, and BE READY for anything that gets thrown at you. I promise it will pay off.

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The Dreaded Cold Call

When calling a prospect for the first time, make sure you do a couple things:

  1. Have a script

  2. Name drop others you’re working with (either local or in their industry - preferably both)

  3. Talk about increasing profit

  4. Make them feel included

  5. Close - ask for specific dates/times, not just a generic week

Here’s a sample script I use that’s transferable to any industry:

General Script:

“Hey ____ it’s _____ with XYZ Company? How are you?!

Great! I know you’re busy and I’ll be brief –

NOW ____, the reason for the call today is that we’ve been working with others in your industry, like ___, helping them maximize profits by cutting costs and improving efficiencies for their operations.

If you had just 20 minutes, I’d LOVE to include you in on those conversations.

I’m in the area _____ or _____, do either of those work for you?”

Make it short, sweet, and to the point. But what if they rebut?

“What do you do?”

Great question...we use our expertise to help you lower your bottom line expenses by_______ year over year. The first step though is just to see if we’d be a good fit for you. That’s all I’m looking to set up.

So how would ____ work for you?

“Not interested”

Most people say: “Not interested in what?” But you don’t, you have to say something they’re not used to hearing:

“MAN I KNEW YOU WEREN’T INTERESTED, EVEN BEFORE I CALLED, BUT I DID  ANYWAY BECAUSE I’M SO CONFIDENT THIS IS SUCH A GOOD FIT FOR YOU! Look, time is money and I’m looking to save you both. But I just need 20 minutes for us to find out together if I can.

So how’s ____?”

“Send me Information”

“DONE, I’D LOVE TO. Now you’re a busy guy, what do I need to put in there to make sure it’s worth your time to read? What’s the biggest headache right now in your business? Why’d you say that?”

“I’m Good”

MAN I KNEW YOU WERE GOOD, EVEN BEFORE I CALLED, I DON’T WANT TO HELP OUT ANY BAD PEOPLE. Look, time is money and I’m looking to save you both. But I just need 20 minutes for us to find out together if I can.

So how’s ____?”

“No” 2X

“I always say the same thing to a voice on the phone, but the truth is I’m not coming out to sell you anything and I promise 2 things: (1) I won’t waste your time and (2) you’ll walkway with some value out of our conversation, even if you never do business with me.

So how’s ____? I’ll bring coffee or lunch for everyone in your office. You can consider it free lunch and a 5 minute conversation with the delivery guy.”

“No” 3X

Look, please don’t mistake my persistence, and I’ve been told border line annoyance for anything other than me being passionate about knowing there’s a chance I can save you money. I’m not trying to sell you, I’m just trying to have a conversation to determine together if we’d be a good fit.

So how’s____?”

Handling Objections: The Objection Wheel

One of the many ways to overcome a prospects objections is something called the “Objection Wheel.” Let me walk you through it:

  1. Confirm the reasons for their objection. State your understanding of the objection and use cushioning statements like “I understand” and “It makes sense why you have that concern.”

  2. Ask questions to clarify what their true objection is so you know what you have to sell against. Sometimes the objection you hear is actually a cover for a hidden objection. To draw out hidden objections and to confirm the specific reasons, ask questions like:

    • “Outside of this concern, is there anything else we should discuss?”

    • “Suppose this isn’t a concern, is there anything else that would prevent you from making this decision?”

  3. Once you’ve isolated the objection, respond. Your response should specifically address and resolve the reason for their objection. Be clear, be concise, and be compelling.

  4. Finally, after you’ve presented your response, close on it! Get agreement that your response addressed the prospect’s concern. If it doesn’t, the process starts all over again.

You may not always need to go through the entire wheel to respond to an objection. You may only need to clarify, listen, and respond. The benefit of the wheel is that it forces you to probe a little deeper for reasons and hidden objections while buying you some time to think about your response. Just make sure you don’t overuse it and have it come across as too “sales-y.”

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Every Interaction Is Your Opportunity To Move The Sale Down The Field

In a sales, every phone call, every meeting, every single meeting is your opportunity to move your prospect down the field and one step closer to closing. Doesn’t matter how small of a step forward you take, just keep pushing towards that goal. And don’t waste time talking about your weekend or things that have nothing to do with the sale, then your in “out of bounds” territory and it’s hard to remain in control.

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Work as many deals into the “red zone” as possible and have 3-4 deals in there for every one you want to close (know your closing ratios over time to adjust this up or down). Eventually things will start to close. Make sure your constantly bringing new opportunities on the field so there’s a consistent flow of activity and you never have a dip in your productivity. Now go kill it this week and make some money!

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The Harder You Work The Luckier You’ll Get

There is no such thing as “lucky.” The ones who you view as lucky work harder than you to get there. Sorry to break it to you, but that’s the harsh reality. If you don’t like it, GET TO WORK❗️ Then you too will find that the harder you work, the luckier you’ll get 😉👌🏼. Happy St. Patrick’s Day and stay safe out there.

Match The Decion Maker!

You’ve got to be MATCHING the decision makers personality type, style, the way they talk, sit and act, so they feel connected to you. People want to buy from people they’re connected too. Don’t mock them, but if they’re being direct, you be direct, if they’re leaving back in their chair, you lean back in yours. They need to feel like you get them, like you’re in sync with one another and you have a good rapport. They won’t feel that way if you’re complete opposites.

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First Impression Stats

You never get a second chance at a first impression. How will YOU make it count??

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Overcome Objections: Isolating The Main Objection

When prospects throw objections your way it can be easy to get flustered and start panicking. But don’t! Just try to isolate their primary one and work past it.

Use the “Just Suppose” method. Say something like, “Just suppose for a second this isn’t a concern, is there any other reason why you wouldn’t do business with me?” That will give you a good idea as to where you stand and if they’re BS-ing you or not.

If they say “no, nothing else” then you have them all set up. Go right at it and work through their one and only objection so you can come to a conclusion together and CLOSE THAT DEAL!