How to quickly and easily make more sales by using this simple tool
How to quickly and easily make more sales by using this simple tool
As business people, we have all been in this uncomfortable situation. A prospect raises an objection about our product or service and we draw a blank as to what to say to kill the objection. Or, we stammer our way though a poorly worded answer and basically make ourselves look like an incompetent fool.
By not knowing how to respond to the prospect’s objection, we make ourselves look unconfident and unknowledgeable, and nothing kills a sale faster than lack of confidence. Think about it. When was the last time you bought something, especially something expensive, from a salesperson who did not know how to confidently answer your questions, particularly when you raised an objection?
So, how do we solve this problem? The answer is actually very easy. You solve it by creating and memorizing a sales objection script book.
A sales objection script book lists the most common objections you hear from prospects and customers followed by 3-5 responses to each objection. You will find that in nearly any business you have about ten main objections that you hear over and over. Here are some examples of common objections: It is too expensive. I need to think about it. I want to shop around to see if I can get a better price. I need to talk it over with my wife/husband/partner first. When you hear these objections, do you know exactly what you need to say to kill that objection? If you do not, you are losing sales and hurting your business. That is why you need to create and memorize a sales objection script book.
The way to create a sales objection script book to handle these objections is to take a spiral notebook and at the top of each page write one objection to buying your product or service. Then, under the objection, write 3-5 powerful responses to kill that objection.
Now comes the important part. You absolutely must memorize these responses so the next time you hear an objection, you know exactly how to respond to it. Understand that sales is a game of psychology and positioning, and the best way to win the sales game is to know precisely how to answer objections before your customer asks them. Doing this will make you look and feel incredibly confident, and this confidence will impress your prospects and lead to more sales.
To maximize the power of your sales objection script book, review it every day before work so your responses are always clear in your mind and you feel confident. Make your responses become an automatic reflex as if you were performing sales martial arts.
Also, as you come up with new and better responses to objections, make sure to add them to your script book and memorize them.
By creating and memorizing a sales objection script book, I guarantee you will make more sales and making those sales will be easier than you ever thought possible.
How to quickly and easily make more sales by using this simple tool - To learn more about this author, visit Peter Geisheker's Website.
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One of the leading causes of losing a sale is not knowing how to respond when a prospective customer raises an objection. I call this the "deer in headlights" syndrome.
As business people, we have all been in this uncomfortable situation. A prospect raises an objection about our product or service and we draw a blank as to what to say to kill the objection. Or, we stammer our way though a poorly worded answer and basically make ourselves look like an incompetent fool.
By not knowing how to respond to the prospect’s objection, we make ourselves look unconfident and unknowledgeable, and nothing kills a sale faster than lack of confidence. Think about it. When was the last time you bought something, especially something expensive, from a salesperson who did not know how to confidently answer your questions, particularly when you raised an objection?
So, how do we solve this problem? The answer is actually very easy. You solve it by creating and memorizing a sales objection script book.
A sales objection script book lists the most common objections you hear from prospects and customers followed by 3-5 responses to each objection. You will find that in nearly any business you have about ten main objections that you hear over and over. Here are some examples of common objections: It is too expensive. I need to think about it. I want to shop around to see if I can get a better price. I need to talk it over with my wife/husband/partner first. When you hear these objections, do you know exactly what you need to say to kill that objection? If you do not, you are losing sales and hurting your business. That is why you need to create and memorize a sales objection script book.
The way to create a sales objection script book to handle these objections is to take a spiral notebook and at the top of each page write one objection to buying your product or service. Then, under the objection, write 3-5 powerful responses to kill that objection.
Now comes the important part. You absolutely must memorize these responses so the next time you hear an objection, you know exactly how to respond to it. Understand that sales is a game of psychology and positioning, and the best way to win the sales game is to know precisely how to answer objections before your customer asks them. Doing this will make you look and feel incredibly confident, and this confidence will impress your prospects and lead to more sales.
To maximize the power of your sales objection script book, review it every day before work so your responses are always clear in your mind and you feel confident. Make your responses become an automatic reflex as if you were performing sales martial arts.
Also, as you come up with new and better responses to objections, make sure to add them to your script book and memorize them.
By creating and memorizing a sales objection script book, I guarantee you will make more sales and making those sales will be easier than you ever thought possible.
How to quickly and easily make more sales by using this simple tool - To learn more about this author, visit Peter Geisheker's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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