"Few things are impossible to diligence and skill. Great works are performed not by strength, but perseverance. " - Welcome to SalesPartners N. CA/NV Business Coaching, Sales Training, Public Speaking, Personal Development, and Team Building.
 
Never Lose A Sale Again

Most often when we lose a sale it is simply because we give up too early. When you hear an objection to your pitch it is important that you don't take offense or get angry. Just try to figure out what exactly your customer is objecting to.

The best way to do this is ask an open ended question. Here are Blair Singer's rules for handling objections from his Sales Dogs Training School Kit:

RULE #1: NEVER, ever, ever, ever, ever negate the experience or view of the prospect!!!!

RULE #2: Answer each objection with an immediate "thank you" or an acknowledgment of the objector's position or point of view. If it is a true objection or disagreement, or if it is a true inquiry, first acknowledge the source and then respond briefly with a concise, courteous answer. Then ask the question, "May I ask why?" DO NOT answer anything until you ask a question first.

RULE #3: DO NOT ask "trapping" questions to corner or close the prospect. Instead, ask "Why, How and What specifically" questions. Make sure you are really concerned and interested in the response.

RULE #4: Always have a succinct, one line response to potential questions prepared. These responses should be unique to each customer.

If you follow these rules you will vastly increase your sales percentages.

The following is a common objection and some recommended responses to keep your prospect involved in the sale:

OBJECTION -
I have a relative in the business who can get the product for me cheaper. My cousin knows someone who can get it or who gave some good advice about this stuff. (Uncle Louie Objection)

RESPONSES -
That's great! Is it possible to get together with him/her and make sure that we're all on the same page.

Excellent! Perhaps we can give him a call right now and make sure that we're talking about the same thing.

For more responses to the Uncle Louie Objection please refer to our Sales Dogs Training School Kit. The kit includes training on objection handling as well as responses to the top 30 objections that stump unprepared salespeople all over the world.

8/21/2012 20:09:57

Nice and very informative. I am studying this problem and I must say that your article has helped me a lot.

Reply
9/22/2012 07:18:30

Excellent website. Lots of useful information here. I am sending it to a few friends ans also sharing in delicious. And obviously, thanks for your effort!

Reply
10/3/2012 01:23:15

Nice post and it would be great for everyone, Thanks a lot for spreading this information here.

Reply
12/12/2012 23:40:16

I even told my friends to take a look at your blog and in fact your blog is already bookmarked on my computer. Hope to see more of this.

Reply
12/17/2012 18:30:34

Nice information about the caravan. I also want to experience such in my life.

Reply

I also want to experience such in my life.

Reply
1/9/2013 00:58:47

Really a good information.This helps me lot.Thanks for sharing

Reply



Leave a Reply.