Tuesday, November 15, 2011

Why so many sales reps crumble when faced with objections

Overcoming Sales Objections:
Success Strategies That Work

Objections are a fact of life for sales people. And if you've been in the business for more than a few weeks, you've heard them all:

  • "Give me some time to talk it over with my team. I'll call you next week."
  • "I'm not sure I can work that into my budget."
  • "No, I don't think I need what you're selling. You can't help me."

Sometimes prospects have valid reasons for closing the door on a sale. But just as often, they're truly interested in what you're selling and they use objections to make you work a little harder to earn the business.

Less effective sellers crumble in the face of objections. Top performers, on the other hand, see them as opportunities to expand the value proposition, explore new terms or conduct a deeper needs assessment. Overcoming Sales Objections

To help you build a team of superstars, we invite you to check out – Overcoming Sales Objections - a new sales coaching tool for your entire team.

The kit contains three concise programs, complete with click & play video, handouts, quizzes, discussion material and more. The topics covered in this collection:

  1. A Proven Technique to Overcome the Stall (8:41)
  2. Price Objections: Four Secrets Prospects Won't Tell You (7:29)
  3. How to Make an Effective Second Sales Effort (8:25)

For more info or to request your copy.
Or call toll-free at 888-761-7294.

PREVIEW the "Overcoming the Stall" module which is part of this series.

Your salespeople will love the format.

Tons of research clearly shows what adult learners DON’T want – long, content-heavy training events. Adults just can’t sit for extended periods absorbing training material. What do they want? Chunks. The research says you’ll get high engagement and high knowledge retention if you structure training events in short segments that focus on ONE thing, not three, or four or five.

That’s why Overcoming Sales Objections is made up of three short modules (each less than 10 minutes) that focus on a single aspect of dealing with objections. They’re short but meaty. They’re simple but never simplistic. They’re designed to give your reps a highly-potent dose of training, and then quickly get them back to their real job – selling!

For more info or to request your copy.
Or call toll-free at 888-761-7294.

Here’s a summary of what you’ll get in the five rapid learning modules:

  • A Proven Technique to Overcome ‘The Stall’ (8:41)
    What does it really mean when a prospect says, “Let me think about it and I’ll get back to you” or “I like what I’ve seen … but I’ve got to talk it over with my boss”? Inexperienced sellers think, “Oh great, he’s interested.” Experienced salespeople instantly recognize that the sale has ground to a halt. The prospect is stalling and if they don’t quickly figure out why, the sale will be lost. In this Quick Take, you’ll learn a proven technique that will reveal why your sales get stalled, and help you get them back on track.
  • Price Objections: Four Secrets Prospects Will Never Tell You (7:29)
    Customers are seldom afraid to tell you your price is too high, even when they don’t really mean it. But even experienced salespeople are often reluctant to say, “No, it’s not. My price is fair and here’s why.” This Quick Take will provide valuable insights that will give you the confidence to hold firm on price and win more business. You’ll learn four secrets that buyers will never reveal to you, the ONE factor in any sales negotiation that lowers the importance of price, and the ONE quality that distinguishes good price negotiators from bad ones.
  • How to Make an Effective Second Sales Effort (8:25)
    You’ve probably heard the statistics: more than 80 percent of sales are made after the fifth attempt. And yet 90 percent of salespeople never get that far. When they hear a no – no to a sale, no to a trial, no to a meeting request – they simply give up. It's a proven fact, you WILL close more sales if you consistently make a second effort when prospects say no. So why are so many salespeople reluctant to do it? In this Quick Take, you'll discover a four-step approach to second-effort selling that isn’t pushy or offensive. You will also learn why you shouldn’t take a buyer’s first refusal at face value, why it’s always worth your time to try again, and the one thing you should never say during a second effort – even though you’ll want to.

For more info or to request your copy.
Or call customer service toll-free at 888-761-7294.

Overcoming Sales Objections works because each module is:

  • Short – 10 minutes or less – so even your most impatient reps will watch them
  • Engaging and fluff-free.
  • Focused. Each program delivers a single “aha” that will change behavior. It could be something your reps have never heard. But it could also be something they know but don’t always practice.
  • Perfect for both team and individual training sessions. Each module includes:
  • A concise desktop learning module - perfect for kicking off meetings
  • Handouts for following along and taking notes
  • A Meeting Leader's Discussion Guide to help you direct meaningful follow up conversation and reinforce the message
  • A Summary Sheet participants can hang by their desks for quick review
  • And a Quiz (online and printable versions) to be sure your reps understood the message

Remember: If you're not happy with this resource, for any reason, simply return it for a full refund. No questions asked.

Request your copy now.

Business 21 ~ 453A Baltimore Pike, Springfield, PA 19064 ~ 888-761-7294

No comments:

Post a Comment