This week’s list of links is all about helping you overcome those pesky sales objections you hear every day. You already have some techniques, but what do your successful peers do in those same situations?
As you read the following blog posts from these sales experts, look for things they’re doing that you should try, as well as elements that are common among all of them.
Find something new to try, then try it. You may discover something incredibly effective…even if it’s a small change to what you’re already doing.
Always. Be. Learning.
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RESOURCES FOR OVERCOMING SALES OBJECTIONS :::
Tom Hopkins Blog
15 Keys to Handling Objections
It’s no surprise speaker, sales expert & author Tom Hopkins (@TomHopkinsSales) has such a useful resource like this one to help sales professionals of all experience levels effectively overcome sales objections.
KEY QUOTE: “Keep the potential client separate from the objection. Objections are necessary feedback to tell you where you need to direct your presentation. It’s very easy to “hit ‘em hard” and in doing so unintentionally “rough up” your customer. Be sensitive to their feelings. Remember, buying is an emotional process, not a logical one. You can win all the logical battles and still lose the emotional war.”
Apply these keys one at a time to ensure you’re installing them into your skill set properly. Then, they’ll be at your disposal at any point moving forward. #applyandthrive
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Five Great Ways to Send Your Sales Skyrocketing
Sales expert, founder and president of Engage Selling Solutions, Colleen Francis (@EngageColleen) wrote an excellent article not full of tactics for a list of common objections. Instead, she gives us sales coaching concerning the overall topic of how to skillfully overcome sales objections of all kinds.
KEY QUOTE: “There’s no excuse for you to not know what these objections are and there’s no excuse for you to be unprepared when you hear an objection that you’ve heard many times before. For instance, if you know that your services or products are among the most expensive in the marketplace, raise that with your prospect right away. For example, you can say: ‘It’s important for you to know that we’re not going to be the cheapest product/service out there…how do you feel about that?'”
Be sure to also check out Colleen’s page of links to other articles of hers containing some extremely valuable coaching, on sales objections, and many other topics of interest. #dontmissthisone
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Inside Sales Blog
Black Belt Techniques to Combat the 6 Most Common Sales Objections
Blogger for @vanillasoft, Genie Parker puts her 30+ years in sales and marketing [with a phone sales emphasis] into use for our benefit. She tackles 6 common sales objections head-on. Compare her strategies and responses for each objection with your typical responses and see what you can learn and try on your next sales call.
KEY QUOTE: “Think about it this way, if the prospect didn’t have any objections and just hung up, you wouldn’t have any chance of getting the deal.”
Watch closely how your peers get from “Hello” to success. We have a lot to learn from each other. #salesdojo
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The Sales Blog
Your Prospects Don’t Need More Time
As William Penn put it: “Time is what we want most, but what we use worst.” International speaker, author, and sales leader [and known agitator] Anthony Iannarino (@iannarino) tackles one common sales objection in this recent post: “We need more time to think it over.”
KEY QUOTE: “Your prospects might need a lot of things, but time isn’t one of them. Time doesn’t do anything except relentlessly tick away. And often it takes your opportunity and the change your prospect needs with it.
What your prospects need is help. Specifically from a professional.”
Be that professional giving them the professional help they need to get to the solutions they’re seeking. #seizethemoment
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