The Art of Overcoming Sales Objections by Lia Kay Barrad

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There is an art of overcoming sales objections, it starts with being prepared, staging a dress rehearsal and knowing when to ask for the sale - and get it. This presentation is part of a lecture provided by Lia Kay Barrad, Marketing Consultant and Trainer

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The Art of Overcoming Sales Objections by Lia Kay Barrad

  1. 1. by Lia Kay Barrad www.BarradsBuzz.com A division of Haiku Web Services, Inc. 831-588-2470
  2. 2. To Overcome Sales Objections: Be Prepared: Know the Steps of a Sale!
  3. 3. Be prepared and Learn: The Art of Fearless Cold Calling    
  4. 4. Be prepared and Learn: The Art of Fearless Cold Calling    
  5. 5. To Overcome Sales Objections: Dress Rehearsals are Important!     Pre-call Planning and Preparation    
  6. 6. To Overcome Sales Objections: Dress Rehearsals are Important!        
  7. 7. To Overcome Sales Objections: Be Prepared: Listen, Learn and Sell • Listen first . Hear them and not you. • Act not React. • Know when to close a sale and when to set another meeting. • Know when to say thank you for your time. • Know when to try again. And when to walk away. And as my mother always said: • Dress Appropriately and Do not Fidget
  8. 8. Welcome to Sales Presentation Day For the Presentation, you have:  Staged a Dress Rehearsal  Know the Steps to Closing a Sale  Brought Marketing Materials that match your sales pitch and promises  Researched your target customers companies wants and needs  Prepared a One Minute introduction  Prepared a Three Minute presentation and ask permission to continue  Prepared to Answer questions about your product or service.  Activated your listening skills and are ready for the Yes  Activated your listen skills and are ready for the No  Know when to Ask for the Sale and acknowledge when it is given.  Know how to Ask for the Sale and now the hard work comes  Know how to Overcome Sales Objections.  And whatever the outcome – Know to say Mahalo for Your Time.
  9. 9.  Practice does make perfect.  Do not be discouraged  Listen and Learn, then Speak from the Heart  – NO HARD SALES -  Make Contacts and Friends – the Sales will follow  Learn to Recognize your Potential Customer: Lead, Prospect, Target Account and Referral Source  Learn to ask for follow-up  Learn to ask if it is a good time to talk.  Be happy, live long and prosper
  10. 10. Thank You. Now go out and Sell, Sell, Sell!! About your presenter: Lia Kay Barrad is an ad sales marketing consultant specializing in Buzz Marketing and Lead Generation. In Search of Customers? Lia Kay Barrad will help you find them. She welcomes your inquiries and can be reached at www.BarradsBuzz.com 831-588-2470 or lbarrad@barradsbuzz.com

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