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  • Category Archives Objections
  • Impossible…Really?

    Guest Post By: Kitty Barrow

    How do you respond when people tell you that something you want to do is impossible?

    What if the WHOLE WORLD believed what you wanted to achieve was humanly impossible? Not just impossible, but, what if they said reaching your goal could put you in danger and maybe even lead to death?

    Untitled designWould you stop and find a new dream?

    What if you went to a big prospect or a big competition that you had prepared for years to be successful with and you blew it? Would you consider giving up and quitting?

    That is what Roger Bannister did. When he finished 4th in the 1952 Olympics, his dream of winning an Olympics Gold medal was gone. He considered himself a failure and spent 2 months considering if he should quit his sport forever.

    Then he and his coach set a new goal…for him to be the first man to run the mile in under 4 minutes. “Impossible” – right? Experts say that your heart might explode at those speeds!

    Do you think he then went out and suddenly ran that fast? Of course not, he did what all top professionals do…he trained hard. He worked hard. He made his life uncomfortable. He did things that were inconvenient and painful.

    Because this man didn’t listen to skeptics….Because this man decided to put aside his feelings of self-doubt and failure…Roger Bannister will be known forever as having accomplished one of the greatest sports moments ever.

    LET ME ASK YOU….what is your dream? What has God gifted you to do that you are letting yourself believe you can’t do? What excuses or rationalizations are you allowing yourself to believe about what is holding you back?

    Decide today…will I listen to the naysayers (even if the naysayer is between my ears) or will I live my dream and possibly make my mark in history.

    It’s funny sometimes how the choice is all YOURS and the first step is just believing in that.

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • 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.


  • From Sales Coach Dew: Master “Feel, Felt, Found” with 3rd Party Stories

    Overcoming objections can make or break any deal, yet few sales professionals have truly mastered learning how to handle them. I love teaching my sales coaching clients how the Feel, Felt, Found technique can overcome every objection.

    Closing_The_Deal_624_351

    The Feel, Felt, Found technique isn’t new; it’s been around forever. But the basic technique is just the beginning. Most salespeople haven’t taken the time to really master it – and the secret to mastering this technique is using real 3rd party stories.

    Here’s the 3 steps process:

    Step 1: The Feel, Felt, Found Technique

    Create empathy with your client by telling them you understand how they “feel”. It tells them that you’re listening and it creates rapport. Moving on to “felt” tells them they’re not alone. You’ve worked with people who have felt the same way. It moves their focus off the objection and moves them to a place of trust. Finally, the “found” is a way to come to a resolution and show them that there is still a way to work it out.

    So the basic Feel, Felt, Found technique works like this:

    1. FEEL: I understand how you feel.
    2. FELT: In fact, that’s not the first time I heard that – others have felt that way, too.
    3. FOUND: And what they found was (explain to them how you resolved the concern).

    Read the rest of the article here…