Nailing the Sale: Overcoming Objections by Natalia Nicholson
Course Overview
If you are like most business owners, you are always looking for ways to overcome customer objections and close the sale. This workshop will help you plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections you encourage and improve your batting average at closing the sale.
How to Tell Your Brand Story (like a Hollywood film studio) Natalia Nicholson
How to Tell Your Brand Story Like a Hollywood Film Studio by Natalia Nicholson
In this lesson, you will learn how to:
1. Define your personal brand story
2. Build your brand story
3. Increase your visibility and sales through storytelling
7 tips for corporate career success and why it’s not always the most capable or hardest working people who do well in a company..... Things you should and shouldn't do in your career in business.
How to talk to an investor and how it's the same as talking to a journalist... and lessons learned from that about understanding your mission and vision
1) The document provides tips for effective negotiation, emphasizing the importance of listening over talking, keeping your position and goals private, and never revealing your worst acceptable outcome.
2) It advises acting with initiative if a negotiation situation is developing and using people's personalities and weaknesses to your advantage through patience and playing on their assumptions.
3) The overall goal of negotiation according to the document is to get the best possible outcome for yourself rather than trying to satisfy the other party, as long as it doesn't involve taking advantage of disadvantaged groups.
How i-raised-from-faulire-to-success-in-selling-frank-bettgerCorina Grigore
This book outlines principles for successful selling from Frank Bettger's experience transitioning from baseball to life insurance sales in the early 1900s. The key principles are:
1) Focus on understanding what the customer wants and helping them get it. Ask questions to uncover their needs and interests.
2) Gain confidence and trust by praising competitors, making understatements, and bringing references from existing clients.
3) Appeal to customers' desire for praise and importance by showing sincere interest in them, remembering names, smiling, and expressing how they have helped the seller in the past.
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "A Negotiation Game Plan" and will show you how to approach negotiations like a game, with an understanding of the tactics used for short-term advantage.
A presentation on a way to find your brand or advertising place in the market.
Instead of trying to work out what you stand for and all those boring brand values (helpful, straightforward etc.), work out what you stand against. It's far more fun & will create cut-through & brand engagement
This document provides tips and techniques for closing sales, including:
1) Different closing techniques like the 1-2-3 close, adjournment close, affordable close, and more that use different communication approaches to get the customer to buy.
2) Examples of how to use each technique through sample dialogs between the salesperson and customer.
3) The document aims to equip salespeople with a "toolbox" of closing strategies to overcome customer objections and get them to make a purchase decision.
How to Tell Your Brand Story (like a Hollywood film studio) Natalia Nicholson
How to Tell Your Brand Story Like a Hollywood Film Studio by Natalia Nicholson
In this lesson, you will learn how to:
1. Define your personal brand story
2. Build your brand story
3. Increase your visibility and sales through storytelling
7 tips for corporate career success and why it’s not always the most capable or hardest working people who do well in a company..... Things you should and shouldn't do in your career in business.
How to talk to an investor and how it's the same as talking to a journalist... and lessons learned from that about understanding your mission and vision
1) The document provides tips for effective negotiation, emphasizing the importance of listening over talking, keeping your position and goals private, and never revealing your worst acceptable outcome.
2) It advises acting with initiative if a negotiation situation is developing and using people's personalities and weaknesses to your advantage through patience and playing on their assumptions.
3) The overall goal of negotiation according to the document is to get the best possible outcome for yourself rather than trying to satisfy the other party, as long as it doesn't involve taking advantage of disadvantaged groups.
How i-raised-from-faulire-to-success-in-selling-frank-bettgerCorina Grigore
This book outlines principles for successful selling from Frank Bettger's experience transitioning from baseball to life insurance sales in the early 1900s. The key principles are:
1) Focus on understanding what the customer wants and helping them get it. Ask questions to uncover their needs and interests.
2) Gain confidence and trust by praising competitors, making understatements, and bringing references from existing clients.
3) Appeal to customers' desire for praise and importance by showing sincere interest in them, remembering names, smiling, and expressing how they have helped the seller in the past.
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "A Negotiation Game Plan" and will show you how to approach negotiations like a game, with an understanding of the tactics used for short-term advantage.
A presentation on a way to find your brand or advertising place in the market.
Instead of trying to work out what you stand for and all those boring brand values (helpful, straightforward etc.), work out what you stand against. It's far more fun & will create cut-through & brand engagement
This document provides tips and techniques for closing sales, including:
1) Different closing techniques like the 1-2-3 close, adjournment close, affordable close, and more that use different communication approaches to get the customer to buy.
2) Examples of how to use each technique through sample dialogs between the salesperson and customer.
3) The document aims to equip salespeople with a "toolbox" of closing strategies to overcome customer objections and get them to make a purchase decision.
Sell me this pen. Possibly the best sales one liner in history. Haven’t heard it before?
Coined by Jordan Belfort a.ka. Wolf of Wall Street - I suggest you block out 2 hours of your day to watch one of the best sales movies of all time. Don’t like movies? Read his book.
In the last ten years, I have seen more sales leaders use this question as part of their interview process to whittle out the can-dos from the can-nots.
(MBASkills.IN) How to Win Friends and Influence PeopleSameer Mathur
This document summarizes techniques for influencing people from Dale Carnegie's book "How to Win Friends and Influence People". It is authored by Sameer Mathur and structured in sections. The sections cover fundamental techniques for handling people, ways to make people like you, how to win people to your way of thinking, and how to lead and change people without giving offense. Key advice includes speaking positively of others, showing genuine interest in people, remembering names, listening attentively, and avoiding criticism or arguments.
National Society of Black Engineers (NBSE) - Defeating the Imposter Syndrome:...Thoughtworks
This document discusses impostor syndrome and provides strategies to overcome it. It begins with defining impostor syndrome as a persistent belief in one's lack of intelligence or competence despite success. It then discusses that impostor syndrome affects women more than men and outlines common causes. The document provides a quiz to assess if one experiences impostor syndrome and reviews reasons people may feel like impostors. It concludes by offering several practices and mindsets to implement to embrace moments of doubt, build support systems, define one's own success, and make a directional statement to overcome impostor syndrome.
You dont have to wait for things to happen... You have the power to make things happen! The Art of Selling describes the basics of how you can persuade people more effectively, more ethically, and more often. Youll also discover that there is virtually nothing on earth that brings as much personal satisfaction as being able to save another person time, money, or frustration because of the goods, products, and services you have to offer.
How to win friends and influence peoplelionel_milan
Dale Carnegie was an American author who wrote the iconic self-help book "How to Win Friends and Influence People." Published in 1936, the book became a massive bestseller and has sold over 30 million copies worldwide. The book provides timeless advice on effective communication and positive relationships that remain highly relevant today. Some of Carnegie's key principles included avoiding criticism, making others feel important, appealing to people's interests and motivations, and using tact and diplomacy rather than confrontation. Business magnate Warren Buffett was highly influenced by the book in his early career.
This document provides guidance on media training and interviews. It discusses preparing for interviews by understanding the media's motivations and what drives coverage. Key strategies discussed include knowing the audience and reporter, having clear messages to communicate, being prepared with additional information, and using techniques like hooking, bridging and flagging to steer the discussion. The document advises being engaging, avoiding traps, and bridging to key messages when necessary. It also covers dos and don'ts of interviews and the role public relations can play in supporting spokespeople.
Defuse Explosive Miscommunication Land MinesKen Brand
The document provides strategies for effectively addressing objections, questions, and concerns that arise during sales conversations. It suggests replacing the word "objection" with more positive terms like "question" or "concern" and viewing them as opportunities rather than roadblocks. The strategies include listening carefully, understanding the real issue or concern, addressing it conversationally with clarity and agreement, and using visual aids when possible. Customers are more likely to move forward once their questions or concerns have been adequately answered.
How To Win Friends And Influence People by Dale CarnegieSameer Mathur
We all face problems maintaining our relationship with friends and family. There are various dynamics to all relations and it can get very complicated if you don't do it right. Dale Carnegie's "How To Win Friends and Influence People" is humbling yet empowering. The book is a guide to 'live life'. For book summary prepared by Prof. Sameer Mathur, click here.
This document provides guidance on developing best practices for closing sales and getting orders. It discusses focusing on long-term relationships over short-term gains, communicating a desire to help customers rather than just make a sale, using effective closing strategies to overcome objections, and avoiding common mistakes like giving up too soon or poor communication that can sabotage success. The document asks questions to help salespeople reflect on their own behaviors and identify areas for improvement in their closing approach and interactions with customers.
The document discusses techniques for effective negotiation. It outlines challenges in presenting to opposing groups, such as maintaining clarity, engaging the group, and sustaining interest while staying focused. Some dos and don'ts of presentation are listed, such as not crossing time limits or getting into personal talks. Ten key negotiation techniques are then provided, including preparing thoroughly, paying attention to details, checking your ego, improving listening, asking for what you want, anticipating compromise, getting commitment, avoiding taking on others' problems, sticking to principles, and getting confirmation.
Sam Nelson LinkedIn Live: Sales Incentives Sam Nelson
This document provides tips and suggestions for implementing effective sales incentives and recognizing top performance to build a positive company culture. Some of the key points include:
1. Offering opulent prizes that reps would not normally purchase themselves as incentives for hitting sales quotas.
2. Implementing a "Weekly MVP" award where reps can anonymously nominate and compliment their peers, building a culture of recognition.
3. Defining cultural values and creating "lore" through unusual generous acts that reinforce important messages and build rapport.
4. Encouraging reps to tie their success to personal long-term goals in order to stay motivated.
How to Win Friends & Influence People – Part 3 & 4Asad Ali
We've read and summarized the article by Dale Carnegie related to a phenomenal discussion on how to win over people by influencing one ideas to the masses.
Media Training for better client coaching-3James Chung
The document provides tips for effectively conducting interviews with the media. It recommends being prepared, knowing interview skills, answering questions clearly and simply while staying focused on key messages. Some tips include not showing nervousness, losing your temper, speculating or saying "no comment". It also warns about potential "traps" in interviews like interruptions or ambiguous questions and advocates preparing with a clear structure like stating the problem, providing a solution and credibility, and including positive examples.
This document provides 20 lessons for ascending the corporate ladder successfully while avoiding common pitfalls:
1. Accept good enough solutions and don't sacrifice progress for perfection.
2. Remain professional and don't express negative emotions openly.
3. Be careful what you say about others as it may get back to them.
4. Avoid unpredictable behavior and think carefully about how your actions could affect your boss.
5. Never say "can't" or "no" and leave room to compromise rather than backing yourself into a corner.
This document provides guidance on effective negotiation strategies through preparing well, managing the negotiation process skillfully, and understanding human psychology. It emphasizes preparing by prioritizing interests and alternatives, establishing reservation prices, and determining the zone of possible agreement. During negotiations, it recommends starting positions slowly, exchanging small concessions, using silence strategically, and getting agreements in writing. It also notes human tendencies like fixed pie bias and loss aversion that can be addressed by framing negotiations to expand value rather than divide it and by avoiding impulsive decisions. The overall message is to negotiate systematically while accounting for irrational elements of human psychology.
HOW NOT TO GET A JOB AFTER MIAMI AD SCHOOL ACCOUNT PLANNING BOOT CAMPNick Smatt
This document provides advice for students who have recently graduated from Miami Ad School on how to find a job. It recommends developing a routine, continuing to learn daily, keeping both short and long term career goals in mind, maintaining social connections while also spending time alone in reflection. It also suggests saving money where possible through low-cost activities, while still spending on networking opportunities. The overall message is that finding a job takes persistence through continued learning and networking, while also maintaining a balanced lifestyle.
The 50th Law by 50 Cent and Robert Greene provides business and life advice drawn from the authors' experiences. It discusses developing mental and emotional resilience, managing social dynamics on teams, and adapting to cultural changes. The book recommends striking before fully prepared to force oneself to higher levels of motivation and innovation. Leaders are advised to develop long-term visions and unify their teams towards shared goals in order to overcome distractions and resistance to change.
Did you ever wonder what it takes to be a superior brand? Isn't it funny how successful brands seam to suddenly appear. It's actually pretty simple of they do it. Learn this simple branding pattern.
“If you can master only one skill in selling, become a master prospector. It will guarantee your future success.”
Quote from Tim Conner’s book: “Soft Sell: The New Art of Selling, Self Empowerment and Persuasion”
Sell me this pen. Possibly the best sales one liner in history. Haven’t heard it before?
Coined by Jordan Belfort a.ka. Wolf of Wall Street - I suggest you block out 2 hours of your day to watch one of the best sales movies of all time. Don’t like movies? Read his book.
In the last ten years, I have seen more sales leaders use this question as part of their interview process to whittle out the can-dos from the can-nots.
(MBASkills.IN) How to Win Friends and Influence PeopleSameer Mathur
This document summarizes techniques for influencing people from Dale Carnegie's book "How to Win Friends and Influence People". It is authored by Sameer Mathur and structured in sections. The sections cover fundamental techniques for handling people, ways to make people like you, how to win people to your way of thinking, and how to lead and change people without giving offense. Key advice includes speaking positively of others, showing genuine interest in people, remembering names, listening attentively, and avoiding criticism or arguments.
National Society of Black Engineers (NBSE) - Defeating the Imposter Syndrome:...Thoughtworks
This document discusses impostor syndrome and provides strategies to overcome it. It begins with defining impostor syndrome as a persistent belief in one's lack of intelligence or competence despite success. It then discusses that impostor syndrome affects women more than men and outlines common causes. The document provides a quiz to assess if one experiences impostor syndrome and reviews reasons people may feel like impostors. It concludes by offering several practices and mindsets to implement to embrace moments of doubt, build support systems, define one's own success, and make a directional statement to overcome impostor syndrome.
You dont have to wait for things to happen... You have the power to make things happen! The Art of Selling describes the basics of how you can persuade people more effectively, more ethically, and more often. Youll also discover that there is virtually nothing on earth that brings as much personal satisfaction as being able to save another person time, money, or frustration because of the goods, products, and services you have to offer.
How to win friends and influence peoplelionel_milan
Dale Carnegie was an American author who wrote the iconic self-help book "How to Win Friends and Influence People." Published in 1936, the book became a massive bestseller and has sold over 30 million copies worldwide. The book provides timeless advice on effective communication and positive relationships that remain highly relevant today. Some of Carnegie's key principles included avoiding criticism, making others feel important, appealing to people's interests and motivations, and using tact and diplomacy rather than confrontation. Business magnate Warren Buffett was highly influenced by the book in his early career.
This document provides guidance on media training and interviews. It discusses preparing for interviews by understanding the media's motivations and what drives coverage. Key strategies discussed include knowing the audience and reporter, having clear messages to communicate, being prepared with additional information, and using techniques like hooking, bridging and flagging to steer the discussion. The document advises being engaging, avoiding traps, and bridging to key messages when necessary. It also covers dos and don'ts of interviews and the role public relations can play in supporting spokespeople.
Defuse Explosive Miscommunication Land MinesKen Brand
The document provides strategies for effectively addressing objections, questions, and concerns that arise during sales conversations. It suggests replacing the word "objection" with more positive terms like "question" or "concern" and viewing them as opportunities rather than roadblocks. The strategies include listening carefully, understanding the real issue or concern, addressing it conversationally with clarity and agreement, and using visual aids when possible. Customers are more likely to move forward once their questions or concerns have been adequately answered.
How To Win Friends And Influence People by Dale CarnegieSameer Mathur
We all face problems maintaining our relationship with friends and family. There are various dynamics to all relations and it can get very complicated if you don't do it right. Dale Carnegie's "How To Win Friends and Influence People" is humbling yet empowering. The book is a guide to 'live life'. For book summary prepared by Prof. Sameer Mathur, click here.
This document provides guidance on developing best practices for closing sales and getting orders. It discusses focusing on long-term relationships over short-term gains, communicating a desire to help customers rather than just make a sale, using effective closing strategies to overcome objections, and avoiding common mistakes like giving up too soon or poor communication that can sabotage success. The document asks questions to help salespeople reflect on their own behaviors and identify areas for improvement in their closing approach and interactions with customers.
The document discusses techniques for effective negotiation. It outlines challenges in presenting to opposing groups, such as maintaining clarity, engaging the group, and sustaining interest while staying focused. Some dos and don'ts of presentation are listed, such as not crossing time limits or getting into personal talks. Ten key negotiation techniques are then provided, including preparing thoroughly, paying attention to details, checking your ego, improving listening, asking for what you want, anticipating compromise, getting commitment, avoiding taking on others' problems, sticking to principles, and getting confirmation.
Sam Nelson LinkedIn Live: Sales Incentives Sam Nelson
This document provides tips and suggestions for implementing effective sales incentives and recognizing top performance to build a positive company culture. Some of the key points include:
1. Offering opulent prizes that reps would not normally purchase themselves as incentives for hitting sales quotas.
2. Implementing a "Weekly MVP" award where reps can anonymously nominate and compliment their peers, building a culture of recognition.
3. Defining cultural values and creating "lore" through unusual generous acts that reinforce important messages and build rapport.
4. Encouraging reps to tie their success to personal long-term goals in order to stay motivated.
How to Win Friends & Influence People – Part 3 & 4Asad Ali
We've read and summarized the article by Dale Carnegie related to a phenomenal discussion on how to win over people by influencing one ideas to the masses.
Media Training for better client coaching-3James Chung
The document provides tips for effectively conducting interviews with the media. It recommends being prepared, knowing interview skills, answering questions clearly and simply while staying focused on key messages. Some tips include not showing nervousness, losing your temper, speculating or saying "no comment". It also warns about potential "traps" in interviews like interruptions or ambiguous questions and advocates preparing with a clear structure like stating the problem, providing a solution and credibility, and including positive examples.
This document provides 20 lessons for ascending the corporate ladder successfully while avoiding common pitfalls:
1. Accept good enough solutions and don't sacrifice progress for perfection.
2. Remain professional and don't express negative emotions openly.
3. Be careful what you say about others as it may get back to them.
4. Avoid unpredictable behavior and think carefully about how your actions could affect your boss.
5. Never say "can't" or "no" and leave room to compromise rather than backing yourself into a corner.
This document provides guidance on effective negotiation strategies through preparing well, managing the negotiation process skillfully, and understanding human psychology. It emphasizes preparing by prioritizing interests and alternatives, establishing reservation prices, and determining the zone of possible agreement. During negotiations, it recommends starting positions slowly, exchanging small concessions, using silence strategically, and getting agreements in writing. It also notes human tendencies like fixed pie bias and loss aversion that can be addressed by framing negotiations to expand value rather than divide it and by avoiding impulsive decisions. The overall message is to negotiate systematically while accounting for irrational elements of human psychology.
HOW NOT TO GET A JOB AFTER MIAMI AD SCHOOL ACCOUNT PLANNING BOOT CAMPNick Smatt
This document provides advice for students who have recently graduated from Miami Ad School on how to find a job. It recommends developing a routine, continuing to learn daily, keeping both short and long term career goals in mind, maintaining social connections while also spending time alone in reflection. It also suggests saving money where possible through low-cost activities, while still spending on networking opportunities. The overall message is that finding a job takes persistence through continued learning and networking, while also maintaining a balanced lifestyle.
The 50th Law by 50 Cent and Robert Greene provides business and life advice drawn from the authors' experiences. It discusses developing mental and emotional resilience, managing social dynamics on teams, and adapting to cultural changes. The book recommends striking before fully prepared to force oneself to higher levels of motivation and innovation. Leaders are advised to develop long-term visions and unify their teams towards shared goals in order to overcome distractions and resistance to change.
Did you ever wonder what it takes to be a superior brand? Isn't it funny how successful brands seam to suddenly appear. It's actually pretty simple of they do it. Learn this simple branding pattern.
“If you can master only one skill in selling, become a master prospector. It will guarantee your future success.”
Quote from Tim Conner’s book: “Soft Sell: The New Art of Selling, Self Empowerment and Persuasion”
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
The Five Core Skills of Confident Sales PeopleScott Summers
Anyone can follow a sales process, so why can’t everyone sell?
Scott Summers a Sales Presentation Specialist from IBM believes they can.
So far I've surveyed almost 200 business owners, startups and entrepreneurs. Only a small handful have said that selling is a skill that they feel confident about.
So, to help the thousands of business owners who aren’t natural sellers, I’ve identified the five core skills of a confident sales person.
Use them together and watch your sales increase.
This document provides techniques for improving sales closing skills. It discusses that enthusiasm, belief in the product, and persistence are key to success. Specific closing techniques include finding the "hot button" benefit for each customer, using suggestive language to imply the purchase decision has been made, inviting customers to "give it a try", and telling relevant stories about how others benefited from the product. Qualifying customers and addressing their fears around purchase decisions are also important. The overall message is that sales is a skill developed through practice of different closing approaches.
This document provides an overview of basic and advanced selling skills. It discusses key concepts like understanding customer needs and matching products to those needs. It also outlines the selling process from preparation to closing the sale. Specific skills discussed include active listening, overcoming objections, asking open and closed questions, and following up with customers after the sale. The goal is to help sellers understand customers, present solutions to problems, and build long-term customer relationships.
This document provides guidance on developing effective selling skills, from basic to advanced levels. It emphasizes the importance of understanding customer needs and focusing on benefits rather than just product features. The selling process involves preparation, building rapport, presenting solutions, overcoming objections, closing the sale, and following up for customer satisfaction. Key skills include active listening, asking open and closed questions, handling objections, suggesting additional products, and providing ongoing service. Mastering these skills can help salespeople succeed in matching customer needs and gaining sales.
How to Improve the Prospect Experience @PeopleMetricsPeopleMetrics
The document discusses improving sales by closing the feedback loop with prospects. It recommends establishing core sales competencies and sending surveys to prospects after meaningful interactions to collect feedback on the sales experience. The feedback can then be used to take action by coaching sales reps or adjusting the sales process. Doing this ongoing will help sales reps improve their skills and better meet prospect needs.
The document provides tips for selling appointments and engaging prospects with questions. It emphasizes opening conversations with questions to show interest and find ways to get the prospect's attention. The goal is to sell the value of setting an appointment and encourage the prospect to want more information. Effective questions uncover the prospect's needs, values, goals and challenges to help the salesperson differentiate themselves and make the prospect more open to their message. Lynchpin questions in particular help qualify prospects, reduce objections and improve communication.
The document provides guidance on when and how to close a sale. It advises closing a sale only when the buyer is in the "conviction stage" and ready to buy. It outlines buying signals that indicate readiness, such as repeating questions or asking for pricing. The document also discusses qualities of effective closers, techniques for closing, using visual aids, handling rejections professionally, and learning from successes and failures.
Common sales objections leave both customers and salespeople unsatisfied. The Five Point Close is a proven technique to increase closing ratios by 50% or more with practice. It involves: 1) agreeing with objections, 2) overcoming them, 3) providing strong selling points, 4) creating urgency, and 5) directly asking for the order. Mastering this technique helps salespeople sell to anyone who has the need and means through qualifying leads and overcoming objections.
Closing: A Natural Step in the Sales ProcessBob Hafer
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
The document provides tips for advanced selling skills, including connecting with customers on a personal level, identifying their problems and quantifying potential gains, demonstrating how solutions can increase profits, and closing the sale. It also discusses strategies for business networking on social media and remembering customers to build incentives. The key principles are focusing on customer needs and goals, developing a specific value proposition, and assuming the customer will want to buy if presented well.
Ldb Ri-scosse_Letizia Custodero - How to sell your productlaboratoridalbasso
The document provides advice on how to successfully sell products or services. It discusses the importance of sales and outlines seven key steps in the sales process: 1) Cold calling potential customers to set up meetings; 2) Introducing your product or service at the initial meeting; 3) Recommending a specific product or service based on the customer's needs; 4) Negotiating price and terms; 5) Asking for the order; 6) Having the customer sign a contract or agreement; 7) Receiving payment and maintaining the customer relationship. It emphasizes doing research on customers, listening to their needs, gaining trust, overcoming objections, and following up on all commitments. The overall message is that an effective sales process focuses on
What I've learnt along the way - 10 tips from 25 years in Sales by Nick CuffNick Cuff
The document provides 10 tips for success in sales based on the author's 25 years of experience in sales. The tips include listening to customers, knowing your own strengths and the competition, targeting the decision-maker, getting straight to the point in conversations, knowing when to withdraw from a lost sale gracefully, accepting decisions with grace, nurturing existing customers, and maintaining contacts even after they change jobs.
Tactics On Dealing With People Wisely In Network Marketing!Uzzal Hossain
Are you struggling with the fact that you really don't know anything about prospecting?
Have you ever felt uneasy or inarticulate when speaking to a prospect? You recognize the moment of truth is upon you . . .
it's time to recruit this fresh prospect -- but how?
What if I can offer you a solution that will help you to attain greatness, to become a success in your prospecting and realize your potential?
With practice this procedure will be easy. For now, abide by these steps to making headway in conversations with prospects.
Presentation Finding And Winning CustomersJon Monk
The document provides tips and guidance for customer research and profiling to better understand customers. It advises conducting primary and secondary research through methods like reviewing customer files and talking to customers. Research can reveal customer demographics, purchasing behaviors, needs, interests and motivations. Customer profiling involves segmenting the market and identifying different customer types. Understanding customers allows tailoring marketing and aligning offerings to meet customer needs, facilitating sales. Conducting one's own research provides more relevant, reliable and specific insights to better serve customers.
The document provides guidance for managers on their role and responsibilities. It outlines expectations for managers to be teachers, doctors, and counselors to their team. It also discusses the opportunities and incentives that come with being a successful manager, including travel, education, leisure time and helping others. The document emphasizes that effective selling requires being set with skills, empathy and transparency to understand customers' problems and propose the best solutions.
Six tips are provided for conducting effective customer interviews: 1) Prepare questions but be willing to change course based on the interview; 2) Treat it as a conversation rather than an interrogation; 3) Check your ego and avoid biased questions; 4) Consider how questions are worded and ask follow-ups; 5) Don't take answers at face value and observe non-verbal cues; 6) Listen to what is said while also noticing how it is said. The author is an experienced brand planner who has interviewed thousands to uncover insights about customer emotions, assumptions and motivations.
Similar to Nailing the Sale: Overcoming Objections (20)
"Cold Call Campaigns Success visually represent data and information related to the effectiveness of cold calling in sales and marketing strategies. These graphics use a combination of charts, graphs, and illustrations to convey key insights and statistics in a concise and engaging manner.
The infographics may include data on conversion rates, lead generation, call-to-sale ratios, and other metrics to showcase the impact of cold calling on business growth. They can also highlight best practices, tips, and strategies for optimizing cold call campaigns to improve success rates.
By presenting complex information in a visually appealing format, these infographics make it easier for viewers to understand and digest the content quickly. This makes them an effective tool for businesses looking to communicate the benefits of cold calling and its role in driving sales success.
Overall, infographics on Cold Call Campaigns Success serve as a valuable resource for sales professionals, marketers, and business owners seeking to enhance their cold calling strategies and achieve greater success in their campaigns.
3. SESSION ONE:
Introduction and Course Overview
3
Course Overview
If you are like most business owners, you are always looking for ways to
overcome customer objections and chose the sale. This workshop will help you
plan, prepare and execute proposals and presentations that address customer
concerns, reduce the number of objections you encourage and improve your
batting average at closing the sale.
Learning Objectives
✔Identify the steps you can take to build your credibility.
✔Identify those objections that you encounter most frequently.
✔Disarm objections with proven rebuttals that get the sale back on track.
✔Recognise when a prospect is ready to buy.
✔Be prepared to present options and be willing to negotiate.
4. Three things I would like to get from this workshop.
1. ………………………………………………………………………………………………..
2. ………………………………………………………………………………………………..
3. ………………………………………………………………………………………………..
4. ………………………………………………………………………………………………..
5. ………………………………………………………………………………………………..
6. ………………………………………………………………………………………………..
7. ………………………………………………………………………………………………..
4
What Are Your Personal Learning Objective
1. ………………………………………………………………………………………………..
2. ………………………………………………………………………………………………..
3. ………………………………………………………………………………………………..
4. ………………………………………………………………………………………………..
5. ………………………………………………………………………………………………..
6. ………………………………………………………………………………………………..
7. ………………………………………………………………………………………………..
5. SESSION ONE: Credibility
If we want to build our credibility with other people, we have to first of all
be credible to ourselves.
That means selling ourselves, our products or our services first. If you
believe you are selling a good product or a valuable service, you won’t have
much difficulty selling that product or service to other people. Your body
language (open and confident) and your tone of voice (positive,
enthusiastic, pleasant) will tell them that you believe in what you are selling.
| 5
The first impression goes along way to establish your authority.
You want a clean vehicle, polished shoes and trimmed clean fingernails,
clean groomed hair, no heavy scent or body odour, and preferably only
one bag. Women must have their briefcase and purse under control to
prevent a cluttered look. (If you can, scale back to just a briefcase).
6. SESSION TWO: Credibility
✔If you have testimonial, you can have several written up ready to
pass out or you can have names of people willing to be called.
Please make sure you ask their permission first and get the contact
information for them. Keep any testimonials or contacts up-to-date.
✔If you have a demonstration, this can add to your credibility.
However, ask permission first, and know exactly what you are doing.
A demonstration that goes wrong sell nobody.
✔As well, be aware of body movements. Don’t fiddle with your hair,
tug or adjust your clothing, play with your beard or moustache, or
otherwise fidget. Fidgeting detract from your credibility and your
confidence.
7. SESSION THREE: Your Competition
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✔By all means, learn about what your competitors are doing and consider other
alternatives to your client’s problems. Then, forget about them. Concentrate on
your client and on the strength of your own products and services.
✔Your client may also decide there are alternative solutions to their dilemmas.
Your client may decide on using internal resources as a solution to their problem
or they may decide to do nothing at all and use their budget for something else
entirely.
✔Sooner or later, every person in sales has to be aware of the fact that others
are offering similar products or services. Often there is just a great deal of
difference between the products and services you offer and those of your
competitor down the street.
8. Who are your Competitors?
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9. What are their strengths?
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10. What are your products and services,
what are their strengths?
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11. USP
In sales circle, we often talk about USP: our Unique Selling Point. If we can
differentiate our products and services from everybody’s else by knowing
what is unique and special about ours, we already have an advantage over
many people who are in sales today. Can you identify the USP for each of
your products or services?
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If you want to be prepared for handling objections,
you should be an exceptional communicator, which
means being a good listener and good at asking
questions so you understand your clients and their
needs.
SESSION FOUR:
Critical Communication Skills:
LISTENING
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A keen ability to observe your surroundings to better
understand the situation is another skill to have.
13. 13 | 13
Listening
You are far more apart to get the sale by listening carefully in what
the client has to say, that you are to act the part of slick-talking
salesperson who doesn’t give the client a chance to talk.
‘Listen and Learn’ is a good motto for everyone in sales.
Most people, on the other hand, see poor listener a rude
individuals who are disinterested and unwilling to acknowledge
other people’s opinions, feelings and experiences.
How do you feel when someone shows enthusiasm for what you say?
Flattered of course, that someone thinks you’ve got something to
say! An interested listener makes you feel appreciated, confident and
good about yourself.
14. 14 | 14
The Three Stages of Active Listening
Active listening is actually a 3-stage process:
3rd stage: Question for clarification or summarising statements such as
‘Does that happen every time you plug it in?’ ‘Have you already got an
idea of what you are looking for?’ ‘Do you already have a budget in
mind?’
2nd stage: Verbal cues, or phrases, such as uh-huh, go on. Really and
then what?
1st stage: Eye contact, and head nods, or other non-verbal
affirmations.
Of course, we must stop talking if we want to do more listening. One way to
remember that your role is to do more listening and less talking is to plant a
small post-it note on your presentation, with the letters SU—Shut Up.
15. 15
Powerful Questions
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1. Tell me a little bout…
2. Let me see if I understand…
3. Tell me how that idea is like (different from)...
4. Tell me what you mean when you…
5. Help me understand…
6. Could you give me an example of …?
Closed Question
Rather than the common ‘closed’ question which gives you only one
tiny bit of information (usually a ‘yes’ or ‘no‘). Get in the habit of
getting more ‘open’ questions to get a sense of the other person’s
ideas and opinions. Some open questions that x=can give you a lot of
useful information include:
There is probably no better way of getting your client or buyer
involved in the sales presentation than to ask questions. Ask only one
question at a time, and give the other person enough time to respond.
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Use questions to:
✔ Find out what your client wants and needs
✔ To deal with objections before they get in the way of a sale
✔ As a way of being prepared for your next sales presentation
✔ As a way of engaging your client
Asking question to clarify that clear statements greatly decreases your chances of
making a verbal blunder or promising more than you can deliver. First ask yourself,
‘What is this person not saying?’ and then ask the other person directly. Here are
some examples:
Clarified Questions
Listen very carefully to what the client is saying. Clarify any implied or unclear
statements. If someone says ‘This isn’t exactly what I had in mind’, You might
say, ‘Tell me what you are thinking of?’
✔ I’m not exactly sure what you mean. Can you go into more details for me?
✔ From what you are saying, I have the impression… would I be right or
wrong?
✔ I’m not sure I understand what you really need.
✔ Let me see if I understand you correctly. You are going to …
✔ From what you’ve just said, you decided to …
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SESSION FIVE: Observing
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Observation Skills
✔ Pay attention to the appearance and behaviour of the individual
you are meeting, as these can be a rich source of clues for
learning about person. We learn much of what we need to know
about other people by observing them.
✔ When we observe, we collect the non-verbal information they
present to us.
✔ From these, we make some inferences about their energy levels,
how they are feeling and their readiness to say yes to the sale.
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Observing skills include being aware of:
Facial Expression:
✔ Notice whether they are looking you in the face, have an alert expression on
their face and appear relaxed.
✔ Signs you have talked too long or not engaged their interest might be yawning,
rolling eyes or taking peeks at their watch.
✔ Indications they are upright about something is a tense or worried look and
whether their hands are relaxed or busy.
✔ By the way, generally the higher up the corporate ladder people go, the less they
smile. So don’t be put off by a stern visage. As for you, try for a pleasant
expression rather than a lot of smiles.
Body Movements:
✔ Is the person exhibiting open, relaxed movements, and making eye contact or
are they fidgeting during your presentation.
✔ Are their arms crossed or is their body turned away from you?
✔ While closed or turned away body movements do not necessarily indicate a
closed mind or a person not interested these are clues to pay attention to.
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Posture:
Relaxed or tense? Ramrod straight or stooped? We do make some assumptions
based on posture. While it may be dangerous for you to make assumptions, make
sure your own posture would make your mother proud.
Body build:
Someone with a wiry build is usually active with a lot of pent up energy.
Engaging them in the presentation is one of the surest ways of keeping their
interest high. A square build can be an indication of someone with a very
practical nature. Make sure you give them the practical aspects of whatever
you are trying to sell. The rounder body shape can be that of a person who
would like to engage in a bit of small talk before getting down to business.
Grooming:
Careless attire or lack of grooming could be an indication this person is
unimpressed himself, by his organization, by his job and perhaps by you. On
the other hand, everyone will expect your grooming to be impeccable.
22. 22
SESSION SIX:
Customer Service Complaint
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✔When you are in front of the decision-makers at company ABC,
making a presentation for your next sale, you can present with
confidence when you know there are no nagging customer care
issues still not dealt with from your last sale.
✔Just as important as making the sale is following up afterwards
with your client.
✔Customers want to know you will be there for them when they
need you and that you will go that extra mile to help them when
they need you.
✔You present your company and your products and services as
far as your company is concerned.
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Find Complaints and Fix Them
✔ Get in the habit of (a) finding any complaints your customers may have and (b)
fixing them, before you go back to the client for another sale. Sometimes, we
run a mile from customers complaints.
✔ That is far more impressive to most clients than saying that all your clients
are 100% satisfied all the time. (However, don’t mention that client by name
unless you have their permission to do so.)
✔ Every time you find dissatisfaction, make a note of it. When you are making
your NEXT sales presentation, you can mention the client and their
dissatisfaction, and explain how you were able to take care of it.
✔ A customer complaint indicate there is dissatisfaction
somewhere. You can make yourself look like a hero to that
client by rooting out the dissatisfaction and fixing it.
✔ We have the attitude that a customer complaint is bad thing, a
mark against us and our products or services. That isn’t so.
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Think about your present clients:
Do you call them after the sale to see if they are satisfied?
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If you don’t make the call, why don’t you?
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If you do make the call, what are some of the things you have learned from the call?
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Can you give some examples of customer complaints you have fixed?
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What have been the results?
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SESSION SEVEN:
Overcoming Objections
Selling with objections sometimes seems to be
the salesperson’s worst nightmare.
However, when you are prepared and you know
your products services responding to objections
is another way to reinforce the value of your
offerings.
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Objections are really a technique the buyer uses to slow down and make
sure he or she isn’t rushing into the sale. If you have no objection at the end
of your presentation either people weren’t listening, weren’t interested or
weren’t buying.
Notes
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SESSION EIGHT:
How Can Teamwork Help Me?
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Why work as a
Team?
Input from your peers can help everyone in the sales to be
successful.
Then, you all sit down together and work out together
some effective responses to these objections.
It can be a worthwhile investment of time for every
member of sales team to document the types of objections
they get.
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Pricing Issues
There are several ways to handle this objection.
Here are several options:
✔ If there is no flexibility in your pricing, you can find out in advance what
their budget is and then price your products and services accordingly.
✔ One advantage is that you should be within the ballpark.
✔ The disadvantage is that you may have left money on the table.
How many of you must deal with pricing issues?
✔ Yet, prices is rarely the true outstanding issue. When you don’t
know much about what you are buying, you buy price.
✔ Part of jobs as a salesperson is to educate clients about what they
pay for when they buy your product or services.
Of all the objections sales people hear in the run of a day.
‘Your price is too high’ is the most common objection and usually
the most difficult objection to handle.
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✔ You can give them the pricing in triplicate: the Cadillac version, the mid-range version, and the economy
version. Frequently the client will pick the mid-range and Cadillac-range., but rarely do they like the image
of their company buying the economy version.
✔ Use differentiator if you have one. Yes, your fee may be higher than that of the competition but you can
demonstrate the added value the client gets when they chose your product/service. This works when indeed
you have a feature/benefit that puts you in a competitive position. For this one, you have to do your homework
ahead of time. You want to be prepared with your USP and know what the competition can offer as well.
✔ Make it easy to say yes.’ Suggest a payment plan or a lower upfront cost with the final payment after
the product/ service has been delivered.
✔ There are some things that you should always emphasise when dealing with this objection.
✔ Stress the value of ownership versus the cost of purchasing.
✔ Stress the value of the services versus the cost of the service.
✔ Stress the value of long-term benefits versus the upfront costs.
✔ Stress benefits rather than features.
31. 31
SESSION NINE:
Handling other Objections
Here are some tips that you can apply to all objections.
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✔ You should also follow these three steps:
✔ Identity
✔ Validate
✔ Resolve
Then move on the next point and ask one
of those direct questions to nail the sale.
✔ Ask for feedback. Have I been clear enough or are there still some
questions you’d like to ask?
✔ Respond to the objection. Think of this as another opportunity to sell your
product or service and put it in a good light.
✔ Feed the objection back to the buyer, to be sure you are both on the same page.
✔ When your client is objecting, hear him or her out. Do not leap in too soon with
your response. Make certain you are clear about what the objection truly is.
32. 32 | 32
SESSION TEN: Buying Signals
✔ This is really another type of objection, so give them to explain what is holding them back, respond to their
concerns and try moving forward again.
✔ How will you know when your client is ready to buy? This is not an exact science.
However, some signals will be more obvious than other:
✔ The buyer leans forward and becomes more encouraged.
✔ The buyer begins making more eye contact.
✔ The type of questions asks changes from the questions about the product or service, to the details of delivery.
The paper changes:
✔ Its slows down and it speeds up.
✔ You can often rely upon your own limitations as well.
✔ If you have understood what the client was looking for, and you have presented your solution to the point
where all the buyer’s questions have been answered, you should be in a good position to look client in the
eye and say: ‘what do you think? Are we ready to do happiness?’
✔ This still leaves the response in the hands of the buyer. He or she will feel they are not being railroaded. At
the same time, you have asked for their business. If they say they aren’t ready yet, you can probe to find out
what else they need.
33. 33
SESSION ELEVEN:
Closing the Sale Closing Techniques
| 33
✔Use what works for you. Remember, whether the answer is
‘Yes’ or ‘No’, find out why.
✔However, if you have two or three that you use and use well, this can
work in your favor. If your have too many techniques you think might
work, you may come across as unsure and indecisive.
✔Beside, trying to force somebody to do something they don’t
want to do is not only unethical but it may work against you in
the long run. Textbooks will give you all sorts of suggestions for
closing the sale.
✔Remember that you can’t make a buyer do anything,
including making a decision to buy .
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If you presently have no strategies at all, try these:
Direct questions such as:
The Ben Franklin Approach
• Shall I write up the order?
• When can we get started?
• Are we ready to move on this?
• You take a sheet of paper, divide it half, and write up the
pros side of the sheet.
• Then, you invite the buyer to write up the cons side. This
close can be effective for the undecided buyer who just
needs to get everything in perspective.
• However, use it with caution, and if you get the sense the
buyer doesn’t want to do this, drop it immediately.
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The ‘Leave it with them for weekend’ close
Do you have other closes for you? Get some examples
from the group including those that worked and those
that didn’t work.
Whether it’s a new puppy, a photocopier, or a new
plasma television, leaving the product wit the buyer for
the weekend is an option that often works. They get to
try it out on their own and pretty soon they are coming
up with their own reasons why they should buy this.
36. 36 | 36
Persistence Pays Off
✔ Never underestimate the power of a thank you note. If you
get the sale, send them a note thanking them for their
order. If you don’t get the sale, send them a little note
thanking them for taking time to meet with you.
Thank You
Notes
✔ While that may or may not be the right number of
rejections to expect, do expect rejections. Learn from them.
Then, use what you’ve learned when you go back to try
again.
✔ While you don’t want to become pest, you also don’t want
to assume a ‘No’ today is a ‘No’ for a lifetime. Some
salespeople will tell you they expect five rejections before
they get the green light.
37. 37
❖How to master the art of selling by Tom Hopkins. Warner Books. May 2005
❖Zig Ziglar’s secrets of closing the sale, by Zig Ziglar, Revell, August, 2004.
❖The salesperson’s Handbook by Cy Charney. Stoddart Publishing Co. Toronto Canada 2002.
❖Be a sales Superstar, By Brian Tracy, Berrett-Kochler Publisher Inc., San Francisco.Ca. 2002.
❖Getting Everything You Can out of all You’ve Got, by Jay Abraham, St. Martin’s Press. NY, 2000.
❖High Efficiency Selling, by Stephan Schiffman. Jon Wiley & Sons Inc. Toronto, 1997.
❖Secrets of successful Telephone Selling, by Robert W. Bly. Henry Holt and Company. New York, 1997.
❖Can I Have Five Minute of Your Time, by Hall Becker, Oakhill Press, 1993.
❖Secrets of the World’s Top Sales Performance, by Christine Harvey. Bob Adams Inc. Holbrook, Mass,
1990.
❖The Joy of Selling, by J.T. Auer, Bob Adams Inc. Holbrook, Mass, 1989.
Suggested Reading List
38. 38@ 2013 Life in Balance Seminars Pty Ltd
END
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