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
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.
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.
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.
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
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
Cold Calling Tips and Million Dollar Sales Prospecting SecretsInsideSales.com
Jul 16th , 2015 at 11:00 a.m. PT
Featuring Ken Krogue, President and Founder at InsideSales.com and New York Times Bestselling Author Grant Cardone.
Breathe new life into the argument that cold calling may be alive and well, while warm calling and follow up calling bring even better results. All will be discussed in light of the latest technologies and techniques of research, sales training and sales systems. Grant and Ken share value that can make you millions on the phone today.
In this webinar you will learn:
How to Handle Price on the Phone
How to Get Past the Gatekeeper
How to Create Urgency
How to Close on the Phone
How to Separate Yourself from the Competition
How to Qualify the Buyer Over the Phone
What to Never Say on the Phone
How to Follow-Up the Unclosed Buyer
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.
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.
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.
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
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
Cold Calling Tips and Million Dollar Sales Prospecting SecretsInsideSales.com
Jul 16th , 2015 at 11:00 a.m. PT
Featuring Ken Krogue, President and Founder at InsideSales.com and New York Times Bestselling Author Grant Cardone.
Breathe new life into the argument that cold calling may be alive and well, while warm calling and follow up calling bring even better results. All will be discussed in light of the latest technologies and techniques of research, sales training and sales systems. Grant and Ken share value that can make you millions on the phone today.
In this webinar you will learn:
How to Handle Price on the Phone
How to Get Past the Gatekeeper
How to Create Urgency
How to Close on the Phone
How to Separate Yourself from the Competition
How to Qualify the Buyer Over the Phone
What to Never Say on the Phone
How to Follow-Up the Unclosed Buyer
Here are 5 things to avoid when you are cold calling. By following these simple best practices you will be sure to improve your ability to cold call successfully.
More tips on how to cold call successfully can be found on my free Udemy course on how to get meetings with any company here: http://www.udemy.com/bd-101-how-to-get-meetings-with-anyone/
3 Things Every Sales Team Needs to Be Thinking About in 2017Drift
Thinking about your sales team's goals for 2017? Drift's VP of Sales shares 3 things you can do to improve conversion rates and drive more revenue.
Read the full story on the Drift blog here: http://blog.drift.com/sales-team-tips
In this talk, I show the coolest news about Polymer's new release. It starts with a brief introduction of what are Web Components and Polymer, after I show 1.0 features, like Shady DOM, Theming with CSS custom properties and the new catalogue of elements. And, to finish, I show a guide through the Polymer Starter Kit, talking about Material Design, Adaptative UIs and Offline first.
In this presentation Charles Blair "The Mad Scientist" breaks down the keys to using online and offline marketing to dominate your real estate market.
http://www.realdealmeetup.com
Are you ready to learn real estate investing
100's of hours of 100% FREE Content, No BS, No Guru's Allowed.
http://www.realdealmeetup.com
https://onlinemlmcommunity.com/reverse-prospecting-in-your-mlm-business/
Learn more about a simple concept known as reverse prospecting and discover several free ways to get more leads for your business.
10 Minute Awakening is a 3-Week Program created by Paul Thomas AMIT KUMAR
The 10 Minute Awakening program is the first system in the world to combine this enlightenment inducing theta brainwave technology with guided meditation to expand your reality, create the life you want, and magnetically attract wealth and abundance in just 10 minutes a day.
CLICK HERE :http://tiny.cc/xtn2gz
FOR MORE DETAILS:https://10minuteawakenin.blogspot.com
How To Create The Perfect Outbound Email CampaignGuessBox
http://guessbox.io - This comprehensive guide explains the fundamentals of outbound email in the B2B. You will learn how to write high converting email copy, how to quickly choose engaging subject lines and what to do before and after in order to get the most value of email marketing.
An email marketing masterclass with examples of how to do it, how not to do it, detailed statistics and practical tips on how to get the most out of your campaigns.
A different way of continuing the call call through the prospecting cycle and into your pipeline. 58 pages, but again 20-25 pages are humorous and antidotal in nature. Perfect for a 4 hr session with your inside sales or sales rep group.
Your Classified Ad Promoted to 1000's+ Advertising Pages Each Month! Try It Today! Let Us Post Your Classified Ads For You Each Month To Thousands Of Websites Giving Your Ad Exposure To Thousands Of Potential Customers Go to: http://bit.ly/2vmXh9P
Derby HUG Inbound Sales workshop June 2016Emma Jones
June's Derby HubSpot User Group covered how to implement a more consultative sales & marketing approach which aligns with how prospects research and buy. Presentations covered how to implement an inbound sales process, and achieve sales and marketing alignment for smoother sales cycles and better qualified leads.
Buyers have so much information available to them that they typically have already made 60% of their purchase decision before even talking to a sales rep. We need to change our sales process in order to support the buying process. Learn how to make this transformation by providing a relevant, personal, and delightful experience for each of your prospects from start to finish!
This presentation is part of HubSpot's complimentary Inbound Certification. Get started at: http://academy.hubspot.com/certification
Taking your sales process inbound 2014 - Class #10 HubSpot Inbound Academy Ce...Sorin Magureanu
Buyers have so much information available to them that they typically have already made 60% of their purchase decision before even talking to a sales rep.
We need to change our sales process in order to support the buying process. Learn how to make this transformation by providing a relevant, personal, and delightful experience for each of your prospects from start to finish!
This class fits into the "Close" stage of Inbound Methodology - by transforming the way we sell, we are able to keep up with our customers buying habits and close deals more efficiently.
http://academy.hubspot.com/inbound-marketing-certification/close/inbound-sales
3 Ways to Keep Your Business from Dying | Affinity Agency LennyRichardson1
When it comes to Digital Marketing, there are 3 specific techniques that all businesses should be using to stay alive. Read this free eBook to find out the 3 techniques.
Inbound Certification Class 11: Taking Your Sales Process InboundHubSpot Academy
It’s not only the marketing world that is going through a transformation, it’s also the sales world. Reason being, the power is now in the buyer’s hand. This class will cover how your sales team can transform their selling process to be inbound.
Meera is an articulate author who "gets it." She knows how to distill a topic into what we are wanting to ask next, and then gives us doable strategies. I have several of her books because they are so valuable to me. I refer back to them regularly when needed.
Similar to Why It's Time to Kill the Cold Call Once and For All (20)
Your Go-To-Market is Killing Your Business, and You Don't Even Know ItHubSpot
Modern customers expect that it will be easy to learn about your product and buy it, but most of our go-to-markets do the opposite. We ask people to fill out long forms, we build complex qualification rules, we make it tough for prospects to talk to someone right now. In short, we put up barriers that solve for our companies instead of solving for our customers.
At HubSpot, we’re mid-way through transforming our go-to-market to be customer centric. Learn what’s worked for us, what hasn’t, and what we’re building.
---
Jon is VP of Marketing at HubSpot, helping to transform how companies market and sell. Prior to this, Jon led Marketing at Trunk Club, the personalized shopping service for men and women, and was the Head of Marketing for Klout, the social media influence measurement company. Jon has a background in improvised comedy and earned his MBA from the Harvard Business School.
This is Jon Dick's #INBOUND18 presentation.
Here's the hard truth about marketing: your customers are better at it than you. Over the past decade, marketers perfected content creation, but as a result, things got a lot more competitive for businesses and a lot more crowded for buyers. So while creating content is still your best and cheapest strategy, it should no longer be your only strategy. That's where your customers come in. Learn more.
According to a recent report from Ernst & Young GmbH, both the number of funding rounds for startups in Germany and the overall value of those rounds hit record levels in the first six months of 2017. That tracks with what we’ve found in HubSpot research as well. We recently commissioned a survey of consumers living and/or working in the Berlin metro area, and found that the tech scene there is evolving quickly – 95 percent of Berliners see the number of technology jobs in the city growing, and 90 percent say Berlin also offers access to the technology and digital talent needed to grow a tech company. With Berlin offering the highest post-grad monthly salary for the European tech sector (3,112 euros per month, on average), it’s no surprise that the city has become a hub for fast-growing tech companies. And as of today, HubSpot is the latest to call the city home.
15 Stats Every Marketing Leader Needs to KnowHubSpot
Benchmark your company's performance against stats from hundreds of other marketers around email performance, cost per lead, popular marketing tactics, revenue attainment, and more. All stats are taken from our 2017 Demand Generation Benchmarks Report: http://hubs.ly/H08nwvl0
Inbound Recruiting: Hire Top Talent By Thinking Like a MarketerHubSpot
The world of recruiting has changed. Now, employers need to take an inbound approach to how they attract and engage with job seekers by using personalized marketing strategies.
What's a Growth Stack? And why you should build one. HubSpot
It starts with a single problem. It always does. Maybe you need a few more leads to hit your number this month. Maybe you finally outgrew a system of spreadsheets. Maybe your boss challenged you to get more accurate with your reporting. So, you signed up for a piece of software to help you solve the problem and un-officially started building out your tech stack. Without a strategic approach, adding tool after tool can lead you down a dangerous path. Get more strategic about your software and don't just build any old stack, build a Growth Stack.
The lack of visible female role models is pervasive in the tech industry, particularly on Wikipedia, where just under 17% of Wikipedia biographies were on women. That's why HubSpot wrote fourteen Wikipedia entries for remarkable women in tech to help inspire young women to reach positions at the highest levels of STEM.
Buyers no longer use voicemails and emails from strangers to learn about products. This information is online, whenever buyers are interested. This SlideShare presentation show sellers how to connect in a meaningful way by starting conversations around the buyer’s plans, goals and challenges.
This presentation is one class in HubSpot Academy's free sales training course. You can enroll here: http://certification.hubspot.com/inbound-sales-certification
Class 1: Email Marketing Certification course: Email Marketing and Your BusinessHubSpot
*From HubSpot Academy*
Over the past few decades, people have radically changed the way they live, work and buy. This class will give you an overview of an adaptive, inbound approach to sending emails that provide value and drive growth for your business. It will also teach you about the four big themes of a modern email marketing program: segmentation, personalization, mobile, and optimization.
Why People Block Ads (And What It Means for Marketers and Advertisers) [New R...HubSpot
HubSpot Research shares new data on why people use ad blockers and what marketers and advertisers need to do to keep people from blocking out ads completely. Hint: it's stop using interruptive and annoying ads.
3 Proven Sales Email Templates Used by Successful CompaniesHubSpot
76% of emails never get opened. That makes life for salespeople very difficult. So we've partnered up with Breakthrough Email to bring you email templates that are proven to engage prospects and close more deals. Start using them today and grow your revenue.
Modern Prospecting Techniques for Connecting with Prospects (from Sales Hacke...HubSpot
Sales is a difficult world to be in because buyers aren't putting up with salespeople anymore. Instead of helping and building relationships, sales reps are still focused on closing prospects - even when they aren't ready to buy! So buyers ignore them. Because of that, even great sales reps would be lucky to get on the phone with someone.
While buyers have evolved and become more sophisticated, sales reps and training programs have been slow to adapt to that change.
Learn actionable modern prospecting techniques you can apply immediately from two best selling authors and sales experts: Max Altschuler CEO of Sales Hacker, and Mark Roberge CRO of HubSpot.
3. Hey there, Ms.
Buyer - Do you want
to hear all about my
amazing product?
Sure! I can’t get
product information
anywhere else, so
I’d love to hear
your pitch!
[seller]
[buyer]
5. Hey there, Ms.
Buyer - Do you want
to hear all about my
amazing product?
Are you kidding?
I’m way too busy
for this.
[seller]
[buyer]
6. Hey there, Ms.
Buyer - do you want
to hear all about my
amazing product?
No - I can just
look you guys
up online if I’m
interested.
[seller]
[buyer]
7. [dialing]
Hi, you’ve reached
Betty Draper. I’m not
here right now, so
please leave me a
message and I’ll get
back to you.
*ring*
*ring* *ring*
[seller]
[buyer]
25. “Desk phones are for
outbound calls only.”
“Email is a much better
way to get a hold of me,
frankly, than the phone.”
26. I don’t answer the phone
unless it’s on my contact
list. If it’s someone who
really needs to speak to me
they will leave a message.
Source: Rassoc, Forbes, This is Money
30. The number of people retrieving
their voicemails dropped by 14%
between 2011 and 2012.
Source: Vonage, eVoice
31. The number of people retrieving
their voicemails dropped by 14%
between 2011 and 2012.
Coca Cola & JP Morgan have done
away with voicemail for the majority
of their workers.
Source: Vonage, eVoice
32. The number of people retrieving
their voicemails dropped by 14%
between 2011 and 2012.
Coca Cola & JP Morgan have done
away with voicemail for the majority
of their workers.
Only 18% of people check voicemails
from unrecognized numbers.
Source: Vonage, eVoice
33. Cold calls are bad for the buyer, and
bad for the seller.
34. Cold calls are bad for the buyer, and
bad for the seller.
It’s time to kill the cold call.
35. Cold Calling
1930-2015
R.I.P.
“Do you have a minute to
talk about my amazing
product?”
Passed away peacefully
when people stopped
answering their phones.
39. Warm calls and emails:
• Capitalize on demonstrated buyer interest
• Are relevant to the buyer’s unique situation
• Respond to trigger events
• Take advantage of referrals
• Are way better for the buyer and the seller
40. Here are a few examples with
templates to get you started.
41. Warm email #1:
Responding to demonstrated interest
Send Now
Hi Buyer,
I noticed you recently downloaded our ebook on Warm
Emailing 101. Did you get what you were looking for?
Warm emailing the right way can increase leads by 1000%.
I helped a company similar to yours boost their revenue by
500% using cold emailing.
Do you have 15 minutes to hop on the phone so I can share
some of the insights I gained working with them?
42. Warm email #2:
Tailoring to the buyer’s unique situation
Send Now
Hi Buyer,
I’ve been doing some research on your company, and I
noticed that you’re using cold emailing in your outreach.
Research shows that cold emailing is on the decline, and
I worry that you’re not reaching your customers as
effectively as you could be.
My company advocates for warm emailing, an approach
that can increase leads by 1000%. Do you have 15 minutes
to hop on the phone so I can share some of the insights
I gained helping a company similar to yours boost revenue
by 500%?
43. Warm email #3:
Responding to a trigger event
Send Now
Hi Buyer,
I noticed you just got a job with Awesome Company.
Congratulations! That must be an exciting transition.
I know you got a lot of value from our warm emailing
system in your last position. Could we hop on the phone
this week to discuss Awesome Company’s warm
emailing needs?
44. Warm email #4:
Introduction by referral
Send Now
Hi Buyer,
I got your name from Peggy Olsen. We recently started
working together on Company X’s warm emailing, and
she’s already seen a 100% increase in the amount of leads
her team is driving.
Peggy mentioned that you were looking for a new sales
email system. Could we schedule a quick call to discuss
the sales email situation at Business Y?
46. Excited to get your warm email
system cranking?
There are just a few steps you’ll
need to keep in mind.
47. 1. Find good fit buyers to target
HubSpot’s free CRM contains a
searchable database of
6 MILLION PROSPECTS
Find the perfect prospects for you by
searching by industry, location, and
company size
Prospects
WEBSITE VISITS
Search all prospects in this view...
Name
+
+
+
Procter & Gamble
Vimbo
Wikivu
COMPANY INSIGHTS
Domain
zzzquil.com
vimbo.com
wikivu.com
Find valuable new prospects
By country
By industry
Country
Industry
48. Start searching for
your perfect fit
prospects today
GET HUBSPOT CRM
Prospects
WEBSITE VISITS
Search all prospects in this view...
Name
+
+
+
Procter & Gamble
Vimbo
Wikivu
COMPANY INSIGHTS
Domain
zzzquil.com
vimbo.com
wikivu.com
49. 2. Track your emails
Get notifications when prospects open
your email, so you can capitalize on their
attention in the moment
Activity Stream
OPENED NOT OPENED CLICKS SALESFORCE HUBSPOTALL
8 ViewsMute Thread
Christopher O. has opened New Proposal
OPENED 10/14/2015 in Massachusetts United States
2 ViewsMute Thread
Anum H. has opened Fall Inventory List
OPENED 10/14/2015 in Cambridge, Massachusetts
30 ViewsMute Thread
Mark R. has clicked Pricing Page
CLICKED 10/12/2015 in Cambridge, Massachusetts
50. 3. Research
Research your buyer to make your message relevant
to their situation and personalized to them
51. 3. Research
Research your buyer to make your message relevant
to their situation and personalized to them
Learn more about your buyer on:
Linkedin Twitter Company
Site
Personal
Blog
Google Industry
News
Press &
Media Page
SEC.gov
52. 4. Get notified about trigger events
Use Google Alerts to set an alert for your target
companies and industries.
Alerts
Monitor the web for interesting new content
Apple
This will create an email alert for esnider@hubspot.com
CREATE ALERT Show options
53. 5. Work your network
Before reaching out to a new prospect, check LinkedIn
to see if you have any shared connections.
If so, reach out and ask if your common acquaintance
would be willing to introduce you.
54. Your warm email checklist:
Target good fit buyers
Track your emails
Research
Get notified about trigger events
Work your network
Research
55. Your warm email checklist:
Target good fit buyers
Track your emails
Research
Get notified about trigger events
Work your network
Research
Use a CRM
56. GET HUBSPOT CRM
Prospects
WEBSITE VISITS
Search all prospects in this view...
Name
+
+
+
Procter & Gamble
Vimbo
Wikivu
COMPANY INSIGHTS
Domain
zzzquil.com
vimbo.com
wikivu.com
The HubSpot CRM makes it easy
for salespeople to personalize and
track their interactions.
It’s free, so there’s no risk. Why
not just try it out?
57. Cold calling had a good run, but it’s
time to give buyers what they really want.
Warm outreach =
Happier buyers =
More sales =
Happier sellers