Sales Objections

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2010-11-25T13:33:00.001-08:00

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Selling Skills Cut the Number of Sales Objections you Get

2010-10-12T21:35:00.001-07:00

One way to get fewer sales objections is to do a better job of selling

So, what are the top 10 professional selling skills ?

Dealing with sales objections

2010-10-10T17:14:00.001-07:00

This post by Jacqui Tillyard says you should welcome sales objections.

I do not agree.

An objection can be a sign that you have not done your job well enough or tried to close the sale too soon, neither of which should be welcomed.

Sometimes objection do not fit into the above categories and that OK, then you do not fear the objection which is different to welcoming them.

In sales, objections are great! Yes that's right, objections are at the heart of an adrenaline surge for any professional sales person. You see when someone raises an objection to you, what it really means is that potential customer is possibly interested in what you have to off but you haven't addressed all their questions yet!

To read her full post, click here.

Answer Sales Objections With Questions

2010-10-10T17:07:00.001-07:00

This post from Rob Brown is about responding to sales objections with questions, and what type of questions to use.

When answering sales objections, it's vital to understand your prospect's ‘switch pain’ and inertia.

To read the full post, click here

Going Deeper with Objections

2010-10-02T05:51:00.001-07:00

Sometimes you need to go deeper in overcoming sales objections.

Now you can see that effective objections handling is built upon a framework very much similar to an illustration of a car. All the components of a car are bolted onto its frame. Without it, it cannot be completed much more function as intended. All parts work and function together as a whole.

To read the full post, click here.

The Secret to Handling Objections

2010-10-02T05:44:00.001-07:00

There is some interesting perspectives in this post about sales objections which is mostly about the well known methods and approaches.

In my early years of selling, whenever I got an objection, my heart would sink, my stomach would go into turmoil, and my mind would shift into overdrive trying to figure out how to deal with it.

To read the full post, click here.

Four Basic Cold Calling Mistakes

2010-09-28T06:14:00.001-07:00

Short but good post by "stepper" on overcoming sales objections.

Most conventional sales packages spend numerous time focusing on overcoming objections. However these techniques solely put extra sales pressure in your prospect, which triggers resistance.

To read the full post, click here.

How To Overcome The Price Objection For Good

2010-09-28T06:08:00.001-07:00

This post by Francisco is targeted to MLM sales objections but what it says is just as relevant to other sales areas.

The reason people bring up the price objection is because we live in a world where they are used to getting lots of stuff for nothing. As a result, their ability to appreciate value is diminished.

To read the full post, click here.

Overcoming sales objections - a girl scout approach

2010-09-27T01:37:00.001-07:00

Scott Gillum had been watching his 12 year old daughter selling cookies and learned some things about overcoming sales objections.

Even though Scott has been a sales and marketing consultant for 12 years.

I like someone who is able to learn from anyone.

Sure, it’s hard to resist a Girl Scout selling cookies, but as a sales and marketing consultant for the last 12 years, I was struck by how well a simple, honest approach to selling worked.

To read the full post, click here.

Good advice on handling sales objections

2010-09-27T01:32:00.001-07:00

Noticed this post from Joe Anzalone, some good info in there about sales objections.

By now, many of you are aware that there is no shortage of advice on handling objections in the world of business

To read the full post, click here.

Handling Sales Objections Over The Telephone

2010-09-22T04:13:00.003-07:00

Overcoming sales objections over the phone is a valuable skill.

That makes this post from Carolyn Blunt well worth a read.

Nobody likes rejection - it can feel deflating. But selling over the phone requires you to be able to handle objections.

Great sales people don’t really sell in the hard, traditional sense. They are just really helpful.

To red the full post, click here.

The secret to handling objections is to use a process.

2010-09-22T04:13:00.001-07:00

Is using a process really the secret to handling sales objections ?

How good are you at answering objections? Do you create a conversation, or do you create a verbal wrestling match?

To read the full post, click here.

Appointments - Handling Objections and Listening Skills

2010-09-20T18:39:00.001-07:00

Interesting post on overcoming sales objections.

I do not like the reference to the word "gatekeeper"

I DO love the reference to "listening beyond words".

The fact of the matter is, we do not listen! We have to learn listen beyond the spoken words.

For the full article, click here.

Handling Objections In A Constructive Productive Way

2010-09-20T18:33:00.001-07:00

A very simple post on handling sales objections.

Sometimes it pays to revisit the basics.

Handling objections can be a daunting task if you don’t how to do it properly

To read the full post, click here.

Sleight of Mouth Can be Used for Sales Objections

2010-09-19T21:41:00.001-07:00

Sleight of Mouth is a very well structured series of reframes that works a trat in overcoming sales objections.

This post discusses one of those reframes.

It does make it sound a little more complicated than it can be.

There is away to learn to generate these sort of responses very easily following a sort of road map.

Sleight of Mouth language patterns are incredibly effective in overcoming objections, turning big issues into non issues, and covertly removing limiting beliefs in yourself or others.

For the full article, click here.

Uncovering a prospect's objection

2010-09-19T21:36:00.001-07:00

The following posts discusses uncovering a non-stated sales objections.

Interesting read and this sort of thing does come up sometimes.

Liked the approach too.. clarifying is very important.

Overcoming a prospect’s objections is tough enough if you happen to know what those objections are in the first place. ... but...

"when you know there’s something a prospect isn’t telling you, but it’s obviously something that’s going to keep him from choosing your...

To read the full post, click here.

Sales Techniques for Handling Customer Objections

2010-09-16T05:11:00.001-07:00

This is not a bad post about handling sales objections.

Don't like the use of paraphrasing, "parrot phrasing" is much better.

How many times have you have been hit with an objection that you really didn’t handle as well as you might have? What would it mean to you, if you had the perfect sales techniques to be able to handle any objection that came up

For the full post, click here

Beware "The Artful Dodge"

2010-09-16T05:01:00.001-07:00

The artful dodge has been recommended by some as a means of overcoming sales objections.

This article by Geoffrey James discusses it and the comments on the blog post are quite informative too.

There is another way to think about objections, though. When you want something, it's human nature to come up with a reason why you can’t have it.

To read the full post, click here.

Overcoming Objections - Business Review

2010-09-15T06:04:00.001-07:00

Empathy is often the missing ingredient when sales people respond to sales objections.

Interesting post from "Business Review"

Overcoming objections can never be an emotional knee jerk reaction in response to a buyers no.

To read the full post, click here.

Categories of Buyer Resistance

2010-09-15T05:52:00.001-07:00

Jonathan Farrington has come up with a really interesting post about the types of buyer resistance and ways of overcoming sales objections.

It is not enough to know whether people are for or against you and your ideas and proposals. The people you want to influence can be divided into nine categories:

To read the full post, click here.

4 Tips on Overcoming Sales Objections

2010-09-14T05:20:00.001-07:00

Sometimes the simplest things are the most effective, even if you are talking about overcoming sales objections.

By focusing on understanding the client’s perspective, you will be in a better position to address their concerns and help them move past them.

To read the full post, click here.

Identify Sales Objections that are costing you Business

2010-09-14T05:14:00.001-07:00

What are the sales objections blocking your sales success and if you know what they are what have you done about dealing with them ?

This post from Alyssa Gregory asks about the objections you get.

In order to overcome a sales objection, you need to know what it’s stemming from..

To read the full post, click here.

Some Objection Handling Techniques

2010-09-12T20:42:00.001-07:00

This posts list a number of ways of overcoming sales objections

When a sales person demonstrates a feature, talks about a benefit or uses a sales closing technique, their customer may well respond in the negative sense, giving excuses or otherwise heading away from the sale. The response to this is to handle these objections. This is 'objection-handling'.

For the full list of techniques, click here.

The Amazing Lost Money Making Power Of Handling Objections With Your Prospects

2010-09-12T20:38:00.001-07:00

In terms of sales objections you attitude is very important. As it mentions in this post.

Prospects want to know you care and understand how they feel or what they’re thinking. However the moment your prospect gets the idea that your answers are for your gain – they will withdraw and that will be the end of the conversation.

To read the full post, click here.

Three Rules for Dealing with "Obstacles"

2010-09-09T23:22:00.001-07:00

This post by S Anthony Iannarino relates to the person in the background at your prospect's who is not in favour of your offer.

This is a different sort of sales objection

Sometimes the real power resides with a decision-influencer,...

But there is an equally powerful polar opposite....

(who) ..views you less favorably: the obstacle.

For the full post, click here.

Avoiding Sales Resistance

2010-09-09T23:12:00.001-07:00

Do YOU create the sales objections that come up in your sales interactions ?

Gill E. Wagner certainly thinks so

Sales resistance is not a natural part of the buy-sell process, but rather it is a direct result of the salesperson's behavior.

To read the full post, click here.

Untitled

2010-09-08T20:52:00.001-07:00

Read this post from Mike Brooks about sales objections

When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them they should never answer objections. When they look at me like I’m crazy, I explain:

To read the full post, click here

Isolate Sales Objections

2010-09-08T20:50:00.001-07:00

Read this post from Mike Brooks about sales objections

When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them they should never answer objections. When they look at me like I’m crazy, I explain:

To read the full post, click here

Overcoming Sales Objections the Easy Way

2010-09-08T20:47:00.001-07:00

Ran across a post from Chris Garrett about overcoming sales objections

When I say overcome the objections, I am not describing a process where you battle, cajole or manipulate the customer into buying. Nobody appreciates that. In fact I would say once you are in a position where you have to go into a argument and counter-argument situation, you have already pretty much lost the sale.

To read the full post, click here.

Are you missing buying signals

2010-09-08T07:40:00.001-07:00

Noticed this post by Geoffrey James.

It never ceased to amaze me when doing join calls with people how many of them missed buying signals.

Geoffrey obviously has noticed the same thing.

Are You Missing a Signal That It's Time to Close?: This common mistake is probably responsible for more lost sales

To read the full post, click here.

Overcoming Sales Objections: The Triple Whammy

2010-09-07T21:24:00.001-07:00

This post about handling sales objections is from a website I visit a occasionally.

Some interesting info here.

Sometimes a prospect has three or four objections and they string them all together in one sentence. This could be a triple or quadruple whammy!

To read the full post, click here.

Some Useful Tips for Overcoming Sales Objections

2010-09-07T21:16:00.001-07:00

Noticed this post with some useful tips for overcoming sales objections.

The sales cycle never stops. And, so it makes sense that entrepreneursalways have to be prepared to face sales objections.....So that you can comfortably address sales objections, we’ve also developed some additional guidelines and point to resources that will help you successfully overcome objections prior to, during and after any sales conversation.

To read the full post, click here.

Curiosity killed the objection ?

2010-09-06T21:02:00.001-07:00

Sometime the best way of overcoming sales objections is the least obvious.

Curiosity: the most powerful way to overcome objections.

To read the full post, click here.

Scaling a Wall of Sales Objections

2010-09-06T04:46:00.001-07:00

Some useful advice on overcoming sales objections.

Do you frequently struggle with overcoming objections from your prospects? Do you often feel that they are nothing more than excuses?

To read the full post, click here.

The AHA ! Formula for Overcoming Sales Objections

2010-09-03T21:24:00.001-07:00

Many salespeople look for a simple way of overcoming sales objections.

While there is not really simple way to cover all situations the following method works well in the right scenario.

The most important skill when making prospecting phone calls is to learn how to overcome the common objections you'll hear when asking for the first appointment with a new prospect. I have developed a process--the Aha! formula--that works well for overcoming common objections you should expect to hear when calling new prospects for the first time.

To read the full post, click here

Do Your Prospect's Trust You ?

2010-09-03T21:16:00.001-07:00

One of the main reasons sales objections come up is lack of belief in you.

The following article discusses 6 ways you can make yourself more believable.

I have never seen a salesperson leave a sales situation thinking the client thought they were lying. We almost always leave assuming that the client believed everything we said. I mean, we are the experts, right? We told them the truth, right? Unfortunately, we may have to accept the fact that our prospects often do not believe what we tell them. Once we accept this fact, we can look at ways we can avoid this situation and spend less time and effort overcoming objections. We should realize that skepticism has increased greatly over the past few years and that the sales profession is held in low esteem by many. Lots of people assume you are lying to get a sale. That’s why it is so difficult and time consuming to overcome objections.

To read the full post, click here

Handling 5 specific and common sales objections

2010-09-02T01:51:00.001-07:00

Adam Urbanski makes this guest post about his experience and methods of handling sales objections

I’ve since learned that lack of objections is not necessarily a good thing. In fact, I now welcome it when prospects tell me why they can’t do business with me.

Frankly, when a potential client shares his reasons why he or she hesitates to take advantage of my offer, to me it’s a sign of two things; one – they are interested in my services, and two – I’m getting closer to closing the deal.

You can read the full post by clicking here.

7 Steps to Overcoming Sales Objections

2010-09-02T01:45:00.001-07:00

This post from Jonathan Farrington gives some excellent advice on overcoming sales objections

I also promised last week that I would share the seven suggested steps, if you are going to use the second strategy…so here they are:

And if follow the link by clicking here you can read all of Jonathan's 7 steps.

Be Bold when dealing with Sales Objections

2010-09-01T03:39:00.001-07:00

Do you feel sorry for yourself when you get sales objections ?

Does that help you make more sales ?

Maybe you could adopt the attitude of J.R Rodgers, who says

Stop feeling sorry or defeated! Instead, put more energy and enthusiasm into getting to the root of issues and win people to your way of thinking. The secret lies not in their benefits, but rather in understanding what is their motivation to buy.

To read his full article, click here.

Overcoming Objections or Resolving Concerns ?

2010-09-01T03:34:00.001-07:00

To many of you it may just be semantics.

But there are Worlds within a Word.

We create our attitude and beliefs with the words we use both inside and outside our head.

This article about overcoming sales objections is written by S. Anthony Iannarino

He puts it this way

The language “overcoming objections” doesn’t work for me. First, the idea of an objection is often too strong to describe what it is we encounter in sales. Second, the idea of “overcoming” brings with it the idea that by doing so you win and the person “objecting” loses (not the healthiest of beginnings for an important relationship).

To read the full article, click here.

Overcome Objections by Changing their Reference

2010-08-31T00:29:00.001-07:00

Any objections is based on a comparison.

Your prospect is comparing your solution (or offer) to another or even to not doing anything at all.

In doing so your prospect is evaluating the pros and cons of making a change.

One of the tools to help overcoming sales objections is to change the focus of what they are evaluating.

To quote Rob Brown from the UK.

What you do is ask a question that highlights major benefits while it dwarfs their more minor, trivial objections.

Interesting idea but I do not like some of the language used in his example.

To read Rob's full post click here.

Understanding Why Sales Objections Occur

2010-08-31T00:21:00.001-07:00

Many sales people do not take the time to look for patterns in the sales objections that they get.

If you do take a look and notice that the same objections keep coming up, even in very different situations then you need to ask yourself if YOU are the one creating the objection.

That's what the following quote is saying

An essential step in trying to overcome a sales objection is to understand what caused it in the first place. Knowing that may allow us to avoid it, or, at least, help us to design better rebuttals. If our behavior earlier in the sales process caused the objection, learning to change that behavior will help us acquire more business.

To read the full post you can go here.

There are Only Four Basic Sales Objections ?

2010-08-29T19:18:00.001-07:00

Some sales trainers would say that there are only four basic sales objections.

Interestingly, they do not all agree on what those four objections are.

All customer objections to your sales offer can be classified under four broad areas: No Trust; No Need; No Help; No Satisfaction. If you know how to respond to these four concerns, you can answer virtually any objection.

says Chris LaPara of CoachUp

You can read the ful article about The Four Basic Objections here.

Sales Objections - Could the Golden Rule be Wrong ?

2010-08-29T19:12:00.001-07:00

In Terms of Overcoming Sales Objections we were often taught to obey the Golden Rule.

(Hopefully you know what that is?)

However, as

Ales Orlic says in his blogpost

We all know the golden rule. Do unto others as you would have them do unto you. Isn't that what we have been told all of our lives? When we are dealing with common sales objections from our customers, it would be good to look at the golden rule, but maybe not in the way we were taught when we were kids.

You can read the full post on The Golden Rule and Sales Objections here.

Jun 18, Thinking of Dealing with Objections

2010-08-29T18:54:00.001-07:00

Jun 18, Thinking of Dealing with Objections

via Persuasion Techniques Blog on 6/18/10

I heard a salesman talking the other night. He said he thought of his ability to handle sales objections as his parachute. He hoped he never had to use it but if he did have to use a parachute he wanted the best and wanted it to be well maintained. I like the metaphor.

2009-08-23T18:49:00.000-07:00

Sales Objecgtions and Selling

2009-08-23T17:55:00.000-07:00

Sales objections and selling go together like peaches and cream.

If you are in sales you will run across sales objections, count on it. And, it is one of the unfortunate ironies that you will get more objections when you first start selling than at any other time in your career.

There are probably three reasons that you get more objections early on in your sales career.

You are still learning the skill of qualifying your prospects.
You are still perfecting your ability to present your offer.
You fear objections and worry about them coming up.

Let’s look at the fear.

Why would you fear a natural part of the selling process?

You see, if you were selling the perfect product and made the perfect sales call and it was a good time for the prospect to buy you probably would not get objections. How likely is it that those three things will all align?

That’s right, slim chance.

Think of sales objections as a request for more information or a request for reassurance that the prospect is doing the right thing. And if you think about objections that way you need two things.

You need:

Knowledge about your product or service so you can offer more information
Confidence in what you are offering.

In fact, your confidence needs to exceed their doubt or they will not buy.

You can address both of these issues.

Firstly, study what you are offering. Read through the literature, talk to the older sales people talk to a friendly customer who likes your product or service. You need to understand the benefits of using what you offer not just the features.

Secondly, doing the knowledge gathering will start to build your confidence. Then you need to learn how to react correctly when you get objections and practice responses to the major objections that get raised in relation to what you offer.

You need to practice without pressure. Maybe put the responses on the back of a few business cards and just run through them whenever you get a few spare minutes each day. Maybe, sit with a colleague or your partner and practice delivering the responses every now and then.

It’s important to practice without pressure. Pressure yourself and you’ll add to the fear. If you fear objections, you’ll be thinking about them and hoping they do not come up. And just remember, “What you resist persists”. That is to say the more you fear them and pray that they do not come up the more they will come up.

You need to develop an attitude of anticipating objections and feeling quite happy about responding to them because the only bad objection is the one that does not get raised. The un-raised objection will drive you crazy in selling. You’ll miss sales and not have the faintest idea why.

You could think about your job as a sales person is getting those objections out in the open so they can be dealt with. After all, if objections did not exist there would be no need for sales people. Sales could just be made by computers and DVDs containing multimedia presentations.

As we know it’s not that simple, products and services are designed with a certain user in mind but many users have their own unique circumstances where the utility of the product is not so clear. Your job is to clarify the issue and confirm the value is there for the prospect.

So, get practiced,develop a positive attitude towards and click this link to find out more about sales objections.