November 25, 2010
October 13, 2010
Selling Skills Cut the Number of Sales Objections you Get
One way to get fewer sales objections is to do a better job of selling
So, what are the top 10 professional selling skills ?
October 11, 2010
Dealing with sales objections
This post by Jacqui Tillyard says you should welcome sales objections.
I do not agree.
An objection can be a sign that you have not done your job well enough or tried to close the sale too soon, neither of which should be welcomed.
Sometimes objection do not fit into the above categories and that OK, then you do not fear the objection which is different to welcoming them.
In sales, objections are great! Yes that's right, objections are at the heart of an adrenaline surge for any professional sales person. You see when someone raises an objection to you, what it really means is that potential customer is possibly interested in what you have to off but you haven't addressed all their questions yet!
To read her full post, click here.
Answer Sales Objections With Questions
This post from Rob Brown is about responding to sales objections with questions, and what type of questions to use.
When answering sales objections, it's vital to understand your prospect's ‘switch pain’ and inertia.
To read the full post, click here
October 2, 2010
Going Deeper with Objections
Sometimes you need to go deeper in overcoming sales objections.
Now you can see that effective objections handling is built upon a framework very much similar to an illustration of a car. All the components of a car are bolted onto its frame. Without it, it cannot be completed much more function as intended. All parts work and function together as a whole.
To read the full post, click here.
The Secret to Handling Objections
There is some interesting perspectives in this post about sales objections which is mostly about the well known methods and approaches.
In my early years of selling, whenever I got an objection, my heart would sink, my stomach would go into turmoil, and my mind would shift into overdrive trying to figure out how to deal with it.
To read the full post, click here.
September 28, 2010
Four Basic Cold Calling Mistakes
Short but good post by "stepper" on overcoming sales objections.
Most conventional sales packages spend numerous time focusing on overcoming objections. However these techniques solely put extra sales pressure in your prospect, which triggers resistance.
To read the full post, click here.
How To Overcome The Price Objection For Good
This post by Francisco is targeted to MLM sales objections but what it says is just as relevant to other sales areas.
The reason people bring up the price objection is because we live in a world where they are used to getting lots of stuff for nothing. As a result, their ability to appreciate value is diminished.
To read the full post, click here.
September 27, 2010
Overcoming sales objections – a girl scout approach
Scott Gillum had been watching his 12 year old daughter selling cookies and learned some things about overcoming sales objections.
Even though Scott has been a sales and marketing consultant for 12 years.
I like someone who is able to learn from anyone.
Sure, it’s hard to resist a Girl Scout selling cookies, but as a sales and marketing consultant for the last 12 years, I was struck by how well a simple, honest approach to selling worked.
To read the full post, click here.
Good advice on handling sales objections
Noticed this post from Joe Anzalone, some good info in there about sales objections.
By now, many of you are aware that there is no shortage of advice on handling objections in the world of business
To read the full post, click here.
