Everything you need to generate leads handle objections and close
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Do you need to generate more leads, handle objections and close more deals?
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Everything you need to generate leads handle objections and close
- 1. Everything You Need to Generate Leads, Handle Objections and Close More Deals With Sales Expert Alice Heiman © copyright 2012 Alice Heiman, llc. All rights reserved.
- 3. Brief Intro
- 6. Customers
- 7. Referrals
- 8. Networking
- 10. Newsletters
- 11. Personal Notes
- 12. Cold Calling
- 14. How do you handle them?
- 15. How often do you lose a deal and not know why?
- 17. A signal that the customer is interested but not ready to buy.
- 18. If you can handle the objection in a way that satisfies the customer, the sale moves forward.
- 19. What is the process for handling objections?
- 20. Listen
- 22. Solve
- 23. Confirm
- 24. Move On
- 28. . . . There are no secrets
- 29. What does it take?
- 30. Great relationships Qualified prospects Doing the right things consistently And . . . .
- 31. . . . Asking for the business
- 32. (775) 852-5020 aliceheiman.com · smartsalestips.com © copyright 2006 Alice Heiman, llc. All rights reserved.
Editor's Notes
- First 3 years my business grew 50% year over year. Last 4 years in this economy I had 25% growth each year.
- The easiest business you will ever get is more business from satisfied customers
- Referals from satisfied customers - Focus on this – how do you do it now.
- How many of you were in Jeffrey’s session – well than you know everything you need to know about networking. If you weren’t go to my blog and sign up for my free ebook.
- Stay in touch:How many of you send out a newsletter – how many of you get leads or responses – if not, change what you are doing
- How many hand written notes do you write each day? How many personal emails? Notes on LinkedIn. Not asking for anything or selling anything. Show balloon card example.
- Cold Calling - Yuck who wants to do that
- How often do you lose a deal and not know why. More than likely it’s because you didn’t uncover an objection. Objections are a naturalpart of the sales process. In my early days at MHI – sent on a sales call with a large text book company – thought I was the best salesrep to go because I use to be a teacher and I knew a lot about text books. I had done all my homework, prepared for the sales call
- Listen carefully to the objection. As salespeople we tend to speak more than listen, particularly when we get worried. Now is the time to stop talking and listen. Wait until the objection has been explained to you completely before you do anything else.
- Don’t be quick to assume you understand. Confirm your understanding of the objection by asking a clarifying question that helps you get more information about their objection. Don’t answer until you fully understand their concerns.
- Answer objections with the appropriate solution. You are prepared to answer their objection with at least one appropriate solution since you have already thought about possible objections and solutions prior to your sales call.
- Confirm that your solutioncovers their objection. If you have offered them an explanation or solution, you need to make sure that the resolution you offered meets their need. If it does Great! If not, you need to go back and make sure you understood the objection and offer an acceptable solution.
- Move on: If the customer is open to the solution move on to the next step in the sales process. Don’t oversell your solution. Don’t get stuck. Move on to closing the sale or to the next objection if there are more. Resist the temptation to go back to the one you already resolved.
- There are no secrets
- The prospect has a budget.Your product or service is a good fit for their need.The timing will work for both you and your prospect.You are talking with the decision maker.
- The prospect has a budget.Your product or service is a good fit for their need.The timing will work for both you and your prospect.You are talking with the decision maker.