Category: sales skills training

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Don’t Sweep Objection Handling Under the Rug

Not Objection HandlingDealing with objections is objectionable for  unsavvy sellers!

Objection handling is the ability  to address sticky issues brought up by the prospective buyer. The goal is to somehow provide a satisfactory answer to the buyer’s questions.  It takes preparation to do a good job of this.  But poorly prepared  sellers often avoid topics that may cause the objection to come up. They incorrectly believe avoiding the controversy is the best plan of action.  It’s a  “maybe they won’t notice” mindset. They are in essence, sweeping  the objection under the rug, not understanding  that the objection can only go away if it’s handled and addressed. 

You are far better off shining a bright light on any objection.  By addressing the issues head on, buyers appreciate an authentic and straight response. Knowing the bounds of the solution, they can see if your product or service is indeed a match. If it’s not a match, it’s not a match. In this case the seller has a much better idea of the market needs and gaps in their products. But if all of the questions have been handled honestly, the buyer is much more likely  to see the value you bring.

Professional sellers go out of their way to make sure that ALL the buyer’s questions have been asked and addressed. When their services and products have been thoroughly vetted , closing the deal is just a matter of  asking them to help fill out the paperwork.

Again it’s critical to be prepared for objections and have good answers that place your products and services in the best light. Do your homework and be fearless in taking questions.

Next  if you’re  unsure where to  get started on the Sales Babble website,  click here and learn what we can do to help you close sales today. Click now.

 

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Pleasantly Persistent Sales With Thomas Ellis #15

Thomas Ellis Portrait

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Thomas Ellis PortraitPleasantly Persistent Sales with Thomas Ellis

In this episode we  interview  Thomas Ellis,  a  business sales trainer and coach. Thomas shares his views on “pleasantly persistent sales” .   He believes tenacity and persistence are a must to close  sales, while at  the time sellers must be both patient and pleasant.

Right-click here to download the MP3

In This Episode Pleasantly Persistent Sales

… we talk about pleasantly persistent sales:

  • To focus on creating conversations, and not selling when networking
  • Tactics for starting a conversation when networking
  • How follow-up is the secret sauce
  • Pleasantly Persistent Sales – what it is and how to use it.
  • Meetings are called “chats” or “conversations”
  • How it’s critical to uncover the truly important problems during the conversation
  • Propose solutions you are certain address their most important needs
  • Tell stories of past successes to build credibility
  • Becoming  a Rolodex for your clients

In the interview Thomas said …..

“If you master the basics of sales, you will be wildly successful. “

Items of Interest

….. we  mentioned  the following pleasantly persistent sales resources:

Breakthrough

Next time you’re at a networking event strike up a conversation with a stranger by commenting on the venue and then ask them why they’re attending. Challenge yourself to see how long you can keep the conversation going WITHOUT talking about yourself.   Over time they may self identify as a prospective customer.  Fi that happens you should say ” we should continue this conversation later”, exchange business cards and follow up in three days.  That’s prospecting!

Click here to subscribe to SalesBabble.com

Enter The Contest

Win a copy Thomas’s book “How to Close More Sales Today,Tomorrow, and Forever “

Enter your name and mailing address(any where in the world, I’ll pick up the postage)  below by July 7th  2014 to  place your name in a raffle  to be  announced on Tuesday July 8th. This is a great book and that discusses the fundamental of sales.

Click here  to enter the contest!

If you recall two weeks ago we kicked off a  contest for Bob Rickert’s book Profit Heroes.  and today I’d like to announce that  Ginger Booth of Connecticut is the winner.  Congratulations!

Been wondering what Sales Babble is all about?  Start here.

We can teach you a selling style that fits your personality and works!

 

 

 

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SB013 | Winning Customers by Building Profits, an interview with Bob Rickert

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Bob rickertIn this episode we interview the author of the book Profit Heroes by Bob Rickert. In his book Bob tells a fascinating tale of two sales rep who both vie for the same deal. In the both cases the two characters in the book are true sales professionals. But like in any competition there are winners and losers. Bob will explain the context and insight to explain why the deal went in the direction it did. And sum it up in with one word, it’s PROFIT.

Bob Rickert is an expert sales coach on breakthrough strategies for winning customers and building profits.

Right-click here to download the MP3
In This Episode
In this podcast we talk about how you need to view a customers business from their perspective :

  • How to quickly understand a prospective client via social media
  • If you understand a company’s financials, you can uncover their needs
  • The need to find out the decision making process
  • Honoring the competition
  • Connect their issues to your companies products and services
  • Companies are continuing to minimize costs to drive profit
  • Product differentiation is not enough, you must show how it impact their business
  • The best way to influence the buying decision is to have positive impact on profit
  • Customers love to talk about their business

Items of Interest
This episode mentioned the following resources:

Breakthrough
Consider one of the leads you are working now and answer the following questions:

  • My prospective customer makes/provides __________________ for their customers such as _________________
  • My prospective customer is profitable………
  • The greatest struggle my prospective customer has………
  • My prospective customers would be highly successful if ………..
  • My company can provide ________________ that would increase my prospective customer’s profit

Click here to subscribe to SalesBabble.com
What do you think?

Would you like to win a copy of Profit Heroes by Bob Rickert? If so email me at pathelmers @ salesbabble.com by June 23rd 2014, I’ll place you name in a raffle and I will announce on Tuesday June 24th. This is a great book and that any small business professional or seller will find of value. It’s practical, pragmatic and fun to read. No kidding.

You can also enter by clicking here

Did you enjoy this episode? If you’re on this page I’m assuming yes!
I want to make sure I get as many people introduced to this great content as I can. So I would really appreciate it if you could help me with a review on iTunes. It takes just a few minutes and it would really mean a lot to me.

Click here for directions to provide a review in iTunes.

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6 Simple Steps of a Sales Process: Sales 101

FreeSteps of a Sales Process

I’ve just created a free infographic titled Sales 101 – 6 Simple Steps. Many small business entrepreneurs need to grow their business, and sales is a cost effective way of obtaining new clients. Often times non-sellers avoid sales because they don’t understand it. This infographic explains sales in plain language. In 6 simple steps, you’ll obtain a clear understanding of selling mastery. Once you understand it, you’ll realize it’s a straightforward process and build confidence to bring your passion, to the marketplace.

Sales 101 -6 Simple Steps Icon

This infographic is only available to Sales Babble subscribers.

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