Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
SPANCO is a basic selling process, which can be used in every field of work because every specialization has to sell and complete his/her target, it's not only in sales. So, Go through the slides and get to know about the concept. Like and share
Q4 Survival Guide: How to Turn Objections into CommissionSales Hacker
What’s the biggest blocker from closing Q4 deals?
How you handle objections.
World-class sales people are masterful when it comes to handling objections, but most sellers lose deals by falling short.
After analyzing 10M+ sales conversations, Gong shared to us how to overcome objections that turns uncertainty into revenue – and it’s all backed by data.
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
This training module was used for up-training our current pool in handling objections.
The coverage is very basic and centered towards responding appropriately to different scenarios.
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.
If you’re using the same outdated approach to cold calling as most sales reps, you’re doing it wrong... and you’re missing out on a lot of appointments.
In this slideshow from our March session of Business Wise Insiders, you'll learn 5 new rules for cold calling that replace the old, outdated strategies most sales reps use; secrets to cold calling efficiency that lead to more appointments with better prospects in less phone time; how to avoid common cold calling mistakes that might be lowering your success rate.
10 reasons why people don't buy from you and what to do about it details 5 common sales and top 5 marketing errors made by businesses when reaching out to win new business and was used at a keynote speech during a recent North East Expo
SPANCO is a basic selling process, which can be used in every field of work because every specialization has to sell and complete his/her target, it's not only in sales. So, Go through the slides and get to know about the concept. Like and share
Q4 Survival Guide: How to Turn Objections into CommissionSales Hacker
What’s the biggest blocker from closing Q4 deals?
How you handle objections.
World-class sales people are masterful when it comes to handling objections, but most sellers lose deals by falling short.
After analyzing 10M+ sales conversations, Gong shared to us how to overcome objections that turns uncertainty into revenue – and it’s all backed by data.
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
This training module was used for up-training our current pool in handling objections.
The coverage is very basic and centered towards responding appropriately to different scenarios.
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.
If you’re using the same outdated approach to cold calling as most sales reps, you’re doing it wrong... and you’re missing out on a lot of appointments.
In this slideshow from our March session of Business Wise Insiders, you'll learn 5 new rules for cold calling that replace the old, outdated strategies most sales reps use; secrets to cold calling efficiency that lead to more appointments with better prospects in less phone time; how to avoid common cold calling mistakes that might be lowering your success rate.
10 reasons why people don't buy from you and what to do about it details 5 common sales and top 5 marketing errors made by businesses when reaching out to win new business and was used at a keynote speech during a recent North East Expo
Promoting your startup and finding clients, partners and investorsEamonn Carey
An overview of some of the things that you can do to promote your business - how to find and engage with journalists, potential clients and investors alike.
If you'd like me to talk through the presentation or if you'd like me to present to you or your business - don't hesitate to get in touch.
After almost a decade in marketing, I realized what made the difference between thriving clients and struggling clients. If you're having a hard time scale your small service business, this is for you.
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!
Inform, don't sell - selling in the social media ageCraig Pickering
Selling has changed with social media...forever.
If you don't recognise this, then your business will suffer and you will lose to those who embrace this new selling technique.
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
2. SALES (Self Learning)
1. Sales Process.
2. Prospecting.
3. The Pitch & The Close.
4. Relationships, NOT Sales.
5. Sales Secret.
3. Chapter 1. Sales Process
1. Gain interest.
2. Establish credibility.
3. Establish need.
4. Offer a solution.
5. Easy payment.
4. 3 sales acronyms every sales person need
to know.
• ABC – Always be closing.
• KISS – Keep it short & sweet.
• ALF – Always listen first.
5. Sell Ideas, Not stuff.
• People don’t want to buy products, they want help.
• Help people by using both product & expertise.
• Educate rather than selling.
6. Insider sales secret & why you need
to feed the squirrels.
• Avoid making prospects & clients feel like they are
being attacked.
• Unveil your best content & let clients come to you.
• Continually offer content to increase trust &
commitments.
7. Avoid the entrepreneurial pitfall of
hiring sales person too fast.
1. Hiring a sales person or executive too fast is the
common mistake.
A CEO must sell before hiring a sales person.
Hire one (or 2) entrepreneurial person who can
sell.
Get success & results prior to hiring more sales
person.
8. Avoid the entrepreneurial pitfall of
hiring sales person too fast.
2. What to look for in a good sales person.
Enthusiasm.
Dedication.
Persistence.
Good listener.
9. Avoid the entrepreneurial pitfall of
hiring sales person too fast.
3. The keys to building a successful sales team.
Find the right talent.
Provide incentives.
Keep them motivated.
10. Chapter 2. Prospecting
The key to successful prospecting & boosting sales in
your business.
• Dedicate a specialized team member to handle
prospecting.
• Specialization can lower overhead & boost sales
substantially.
11. How to make prospecting enjoyable.
• Focus on those that need what you have to offer.
• Utilize referrals over making cold calls.
• Write simple, text based emails.
• Be friendly – Ask “Did I catch u at a bad time?”
12. Getting to a decision maker in sales
or business development.
• Know who you are trying to call ahead of time.
• Be well-mannered to whoever answers the phone.
• Be friendly, confident & familiar.
• Be forthcoming & direct.
• Being polite & professional allows for relentlessness.
13. How to get your first big SALE ?
• Get your friends to use your product.
• Give away your product to businesses (Small &
Medium).
• Use growth to leverage big companies.
14. Simple prospecting sales questions
from the prospect.
• Start friendly “Did I catch you at a bad time?”
• Request help “If you were me, how would you
approach the organisation?”
• Engage them “May I ask how you are handling
everything (XYZ) today?”
• Make it easy “Do you have your calendar handy?”
15. Chapter 3. The Pitch & The Close
Elements of a good sales pitch.
• Connection to audience.
• Clear value proposition.
• Problem/Solution matching.
• Belief in product.
16. 4 tips of a successful sales call.
• Clear introduction (Self & Co).
• Define objective.
• Ask questions.
• Close on a next step.
17. How to connect with your customer.
• Know their background.
• Spend time socially.
• Build trust.
18. 3 mistakes that will ruin a potential
sale.
• Not knowing competition.
• Failure to recognize needs.
• Lack of clear solution.
19. Keys to successful pitching :- people
don't care what you can do they care
what you can do for them.
• Avoid using unknown lingo (Language).
• Clearly convey yourself in the first 30 seconds.
1. Answer “How do you help people?” NOT “what do you
do?”
2. Imagine you are explaining your proposal to your mom or
a teenager.
3. Practice on people unfamiliar with your industry.
4. Be Simple.
20. How to successfully close a sale.
• Create a sense of urgency.
• Make the price right.
• Provide a closing argument.
21. Chapter 4. Relationships, Not
Sales
Why you should never cold call.
(COLD calling – calling an individual who isn't
expecting your call)
• Research the company first to determine a fit.
• Contact the presidents assistant & ask for help.
• Easily gather names & referrals.
22. 3 pro tips for successful business
development for the sole proprietor.
• Network using “Groups” on LinkedIn.
• Use PR to promote yourself & your brand.
• Network through specific & high-valued events.
23. The art of business development:-
Tips for building relationships.
• Network, Network & Network (get out there as
often as possible)
• Focus on building a connection & relationship.
• Maintain contact with people you meet.
• Give First, Ask Second.
24. The 10 keys to business
development.
• Warm introductions.
• Deal with decision makers.
• Don't be scared, prepare.
• Ask, don't talk.
• Provide as little Info as possible (about self & company)
• Picture = A Million words.
• Manage the follow-up process.
• Persistence & Pressure, Please.
• Keep excitement up until closing.
• Sales begins after the deal is done.
25. 5 keys to building rock solid
partnerships.
• Use your network to gain warm intro’s.
• Research their business ahead of time.
• Determine their needs & concerns.
• Demonstrate how you can solve their pain-points.
• Set a foundation to grow the relationships.
26. Chapter 5. Sales Secrets
The secrets to closing sales.
• Have NO FEAR.
• Ask the right questions – what can I do to get your
business?
• Listen very carefully to the answers.
• Clearly define the next steps.
27. How to get your phone to ring.
• Put yourself out there & let people know your value.
• Use LinkedIn for leads & information.
• Referencing through friends, relatives, etc.
28. Nailing the cold call.
• Have NO FEAR.
• Ask the right questions – what can I do to get your
business?
• Listen very carefully to the answers.
• Clearly define the next steps.
29. 3 reasons the phone is better than
email.
• Builds excitement.
• Share your energy & passion.
• Allows for a more personal connection.