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  • Tag Archives Handeling Objections
  • The Root of Objections

    Guest Post By: Amanda Johns Vaden

     

    no

    One of the most important things about the art of answering objections is knowing what objection you are really answering.

    Because typically the number one objection that people give you, is not their real objection. It’s an excuse.

    So how do you determine what the difference between an excuse and an objection is if you are going to be successful in overcoming this?

    First, you must learn how to isolate the objection. This technique is simple but incredibly powerful. It allows you to keep moving forward after someone challenges you with an objection.

    So a very typical objection that you may face can be as simple as, “Well you know what Amanda? This sounds great, but I really need to talk to…” – my business partner, or my spouse, or my parents, friends, dog, or even their great Aunt Berta – “before I can make a decision.”

    Now that might be the real objection, but it might not be. If you really think about it, what are they going to discuss with the other person?

    Something like: Can we afford this? Should we do it? Do we have the time to implement it and do we have the budget to do so? They may talk about something, but it may not be the real objection. So here’s how you isolate the objection.

    The next time that somebody tells you, “I need to talk to (xyz),” respond with, “Hey, I completely understand, Mr./Mrs. Customer. Other than talking to your business partner, is there any reason that you wouldn’t want to move forward with this?”

    Asking them, “other than this” – whatever objection they just gave you – “is there anything else holding you back from moving forward?” gives you the opportunity to see what the real hold up is. If they say no, then, green light, they’re telling you that is the only thing they need to do, so your job is to close on the next step and schedule the next meeting.

    But if they say, “Well actually, what we need to talk about is the budget.” Now, you have the real objection. It’s not talking to their business partner, it’s the money.

    So remember, the first time you hear an objection, isolate the objection. Then you’re one step closer to finding the root of their doubt and closing the sale.

    To learn more you can view the rest of my website here.

     

    Amanda Johns Vaden is a founding partner, executive coach and senior consultant at Southwestern Consulting. She has worked with over 400 sales offices nationwide.  Amanda is the author of the upcoming books Unspoken: Redefining Expectations Between  Men and Women in the World of Work and 4-Dimensional Follow up: Increasing Client Retention and Customer Loyalty Through Follow-Up


  • How Your Prospect is Really Saying “Be More Creative”

    Guest Post By: Dave Brown

    creative

    Giving up is sometimes the easiest thing to do. Most often it is never the best thing to do.

    You miss out on changing people’s lives.

    One thing you have to do though, NEVER GIVE UP. If you are down on your luck with your prospecting, I’d like you to learn to talk through the tone! What is the tone?

    That silence on the other end of the phone. You know that tone! You have to talk through it, fight for your prospects, and show how your belief can outweigh anything. Any doubt and hesitation will be diminished when you show just how important your product or service can be for them. Be persistent and truly care.

    When people tell me no over and over again, all they are really saying is, “Dave, how can you be more creative? I need something more creative from you.” That’s all they mean with that no.

    What can you do? Use another name. Share another example or a piece of the puzzle you can solve. Move to the next point. If they say they are going to hang up on you, well done! You are doing your job right and doing your best to get your product in their life.

    The more people you reach, the more lives you can change and make better. That is what we are here to do! You cannot give up. Find your power and find your stride. Talk through the tone.

    You will be amazed by what you can come up with when learning to talk through the tone.

    When prospecting, put yourself in situations where the chances of victory and accomplishment are made for building. You have to crank it, and keep growing!

     

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record-breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Sales Tips: 5 Scripts to Handle Blow Off Objections

    From: Dew Tinnin

    Dew Tinnin

    When I started my sales career, I was given a script and I started dialing. Like most salespeople, I was given basic scripts to handle common objections like price. But I wasn’t trained on how to overcome blow off objections – the lame excuses I heard when someone was just trying to blow me off.

    • “Send me some information.”
    • “I’m happy in my current situation.”
    • “I need some time to think about it.”

    I lost deal after deal until I finally learned how to keep from being blown off. Just like any objection, the best way to overcome the blow off is to write out a power statement script that is in your own words. I’ve started some sample scripts for you – feel free to take these and make them your own.

    1. “Can you just send me some information?”

    “Absolutely, what’s your email address? Now [name], I want to be absolutely sure that the information I send you is what you’re looking for. If you were in my situation sending information to you, what would you be sure to include?”

    For the rest of these tips visit Sales Coach Dew’s blog here.