Handling the Greatest Source of Failed Closes
Handling the Greatest Source of Failed Closes
The subject of how-to-handle sales objections has probably drawn more attention in the world of sales training than any other single subject.
A salesperson who can consistently handle the sales objections which come his way, and successfully close his sales, despite almost any other shortcoming the salesperson may have, will be highly sought after and among the most highly paid individuals on the planet.
The good news is that sales objections come in only two basic categories, and despite the nearly unlimited variation in which these two-categories of objections seem to show up, they can one-and-all be dissolved out of the way of closing a sale by the use of the simple, Four-Step-Formula for handling objections, as presented in Chapter 9, Handling Objections and Other Trouble Shooting, in the sales training manual, HOW TO SELL – Clear and Simple (www.HowToSellClearAndSimple.com).
If a sale is not moving forward, you can be certain that there is one or more unhandled sales objections lurking. A salesperson who is familiar with the use of the Four-Step-Formula will find himself surprisingly successful in smoothly closing more and more of his sales. And the longer he keeps at it, the more he will discover the building up of his confidence and ability in the handling of sales objections.
(c) 2004, 2005, 2006, Harry Frisch, STI Publishing. All Rights Reserved.
Handling the Greatest Source of Failed Closes - To learn more about this author, visit Harry Frisch's Website.
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Sales objections can appear anywhere along the way of a sale. Whether voiced or unvoiced, sales objections are the single greatest source of a sale failing to successfully close.
The subject of how-to-handle sales objections has probably drawn more attention in the world of sales training than any other single subject.
A salesperson who can consistently handle the sales objections which come his way, and successfully close his sales, despite almost any other shortcoming the salesperson may have, will be highly sought after and among the most highly paid individuals on the planet.
The good news is that sales objections come in only two basic categories, and despite the nearly unlimited variation in which these two-categories of objections seem to show up, they can one-and-all be dissolved out of the way of closing a sale by the use of the simple, Four-Step-Formula for handling objections, as presented in Chapter 9, Handling Objections and Other Trouble Shooting, in the sales training manual, HOW TO SELL – Clear and Simple (www.HowToSellClearAndSimple.com).
If a sale is not moving forward, you can be certain that there is one or more unhandled sales objections lurking. A salesperson who is familiar with the use of the Four-Step-Formula will find himself surprisingly successful in smoothly closing more and more of his sales. And the longer he keeps at it, the more he will discover the building up of his confidence and ability in the handling of sales objections.
(c) 2004, 2005, 2006, Harry Frisch, STI Publishing. All Rights Reserved.
Handling the Greatest Source of Failed Closes - To learn more about this author, visit Harry Frisch'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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