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 Started Great, Ended Poorly
...It's as if selling wasn't hard enough, here's this commissioned sales person giving the customer an objection just in case they couldn't think of one on their own! Point: your closing sequence should...
- You Want to Think About It?
...g rid of a pushy sales person but one of the classics of all time is the "I want to think about it" objection. It comes in various forms but basically we say something like this: "I need to think abou...
- Spouse
...le of selling will help you come across as being a service focused professional and will reduce the objections you receive. However, the objections will still happen, just not as frequently. One of th...
- The Need to Be Nosey
The Need to Be Nosey
An objection that gets raised periodically in training from people that are not comfortable selling is that they don't want to be nosey with some of their customers –...
- Avoiding the Procrastination Objections
...er than tell us exactly what they are thinking these kind-hearted individuals let us down easy with objections like "Let me think about it and I'll get back to you" or "I think I'll keep looking aroun...
- Coaching notes for helping staff resolve client objections
Here are some coaching thought starters for managers to help staff resolve objections:
What are the basic philosophies/ behaviors we want to reinforce for when our people get objections? ...
- How to reduce the amount of objections over rates
Do you want less price objections?
Wherever you have someone selling you will have clients with
price objections. While there are many subtleties and nuances to think about
when respo...
- To pause or not to pause?
...ually identified in the interview. If they say yes, ask them to buy it. Pausing will only invite an objection. Point: seemlessly transition from your product presentation to asking for the sale with...
- The Need to be Nosey
The Need to be Nosey
An objection that gets raised periodically in training from people that are not comfortable selling is that they don't want to be nosey with some of their customers –...
- Lessons from CTC
...e that "just know" that their client is not buying today or is going to give them an insurmountable objection. I don't get it. Your best shot at getting a sale happens when you expect it to go well so...
- Coaching the Buying Cycle - Asking for the Sale & Resolving Objections
...lient to. Look Out For: People with a lot of presentations and no sales. People that get a lot of objections like “I want to think about it”. People that keep jumping from one product to...
- How Not To Be Perceived As A Pushy Sales Person
...st seems to want to get some information and get out of the branch. They are giving us those reflex objections at the meet and greet that we have come to expect like: "just looking" or "this is the fi...
- Interviews – Going for more!
...andout to the "clients". Instruct them: No tough customers allowed! But don't volunteer your hidden objection unless the salesperson asks a good open-ended question. • Have them role play the s...
- Logical Presentations
...g the client. • We run the risk of boring the client which can lead to them coming up with an objection in order to get out of the sales conversation. • If there is any question that the c...
- The Flinch
...say, "1% !!! That's really low!" • Make sure to point out that this is not necessarily a rate objection i.e. the customer has not said that they will not agree to your rate. What they are doing ...
- The "Benjamin Franklin Close"
... group that today you will be taking a quick look at a conversational way to attempt to overcome an objection. The "Benjamin Franklin Close" - (5 Minutes) • Tell the group that a Benjamin Frankl...
- Buffers
... that they've used. • If no one has an example, ask how they respond to a customer who has an objection, what do they say? (you're looking for "I can appreciate what you're saying", or something...
- The “Story”
... group that today you will be taking a quick look at a conversational way to attempt to overcome an objection.
The Story - (5 Minutes)
·Tell the group that using a story close is simply a ...
- RSP Objection - no money
Objective of the Meeting: Review how to best respond to clients that say they are not investing in RSP’s this year because they do not have the money. Materials: Flip chart, markers, ...
- Easy Ways to Avoid Objections
...#8226; Introduce the topic by asking the group: "How many of you would like to reduce the amount of objections you get and increase your sales at the same time?" • Suggest that: "Today we will t...
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