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How to Handle Objections:
Whether you are talking about sales, life, relationships or business, you will always run into objections. Before we talk about how to handle objections, let’s be clear on what an objection is. An objection is a good thing. The worst thing that can happen after we try to close in anything is that the prospect doesn’t have any questions or objections.

Be Direct!
Sometime in sales, getting what you want is simply a matter of asking for it.

The Most Important (Little) Word in Sales
You can get so much mileage from just one little word.

MONEY OBJECTIONS: IT'S NEVER ABOUT THE MONEY
After having several conversations with a new prospect and his team, we all decided to move forward and get them trained in Buying Facilitation. As per our agreement, I wrote up a contract and sent it out to “Joe”. Then I got an email from him saying he needed to put the program on hold for six months at least, so that his new hires could prove their value and start earning money.

Overcoming Objections 101
Every top sales person knows they will face objections. The most successful sales people aggressively prepare for the objections beforehand and address them directly, in order to win the sale. You can too. Here’s what it takes.

The TRUST Selling Process

The better prepared you are, the greater the chance for success. Preparation compensates for a lack of talent! The R is for “Relate,” which is building trust and rapport with the prospect. The focus in this step is on the prospect, not on you. This step is a continuous process. You should relate to the prospect through the entire process. You are continually establishing, building and maintaining trust and rapport.

Jedi Mind Tricks: How to Get $250,000 of Advertising for $10,000
In December 2008, well-known marketing consultant John Jantsch asked me what my small business predictions were for 2009. This was my answer:

How do I distinguish between a genuine buyer and a saboteur?

Everything lines up: your solution is a very good match for the client company, you have ticked all the boxes but the deal is rejected. You are perplexed and confused. “It’s a great solution! It’s what they wanted and needed. Why are they saying no?” Building on from last week’s ‘How do I deal with client objections?’ l thought we should look at when objections become personal. Over the years I have come to realise that many of us have lost sales not because we didn’t have a good offering or we couldn’t show a real return on investment, rather a key person(s) involved in the sales process or outcome didn’t want the sale to go ahead due to personal reasons or biases.

Acknowledging the Gorilla
Resistance comes in many forms but avoiding issues can be the death of sales. This example will demonstrate how anyone can overcome resistance.

Objections The Pathway to Mega Sales
How one deals with objections and resistance can be changed with a simple mindset change, now they are powerful sales closers.

Emotional Intelligence in Selling
The understanding of emotional intelligence can make the difference in a great salesperson or an also ran

Brick Walls Make Sales
In sales getting action from customers can be challenging, these tools will keep the sale moving and get to the order.

Fishing and Selling
What do fishing and selling have in common? Anyone....

Which Salespeople Use Bad Judgement and Burn Bridges?

You want your salespeople to get decisions instead of taking stalls, put-offs and objections. Some of your salespeople are better at this than others. I've written extensively about the difference between the required skills versus the strengths that support closing, as well as recognizing and dealing with put-offs. Today, I will discuss the difference between not getting the desired reaction or behavior, not getting a decision and burning a bridge.

Top 20 Requirements - How Salespeople Can Be Better at Closing

While salespeople can get better at closing, closing is an outcome, and with the exception of real estate and banking, not really an event. When we evaluate sales forces and look at their ability to close, they may possess some of the strengths and skills that are part of the Sales Core Competency called Closing, but most of those attributes are used prior to, not during, closing time. The ability to close depends on the following 20 variables (in no particular order) that a salesperson brings to the table - or not:

What Does it Mean When You Can't Reach Your Sales Team?
When you can't reach anyone on your sales team is that a good thing or a bad thing? When they are all on sales calls, working the phones, or with customers/clients is that a good thing or a bad thing?

Born to Sell? Give me a Break

We all have opinions. We all prefer one style over another. We all have what we believe are better methodologies, strategies and tactics. But there are some topics that are just begging for data - not opinion - and the author I seem to target more than any other just wrote one such article on whether great sales pros are born that way. All opinion. But based on what? He doesn't really say. He simply uses his two kids as comparison. The problem is, he is dead wrong and the data says so.

10th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
There is nothing worse than when salespeople handle objections. Not only does it cause them to rack up reverse progress, they are usually not even handling the real problem. Here are the things you need to know about objection handling that should cause you to stop handling them forever:

The Long & Short of It -- Long Copy Versus Short Copy
There's an age old debate about long copy versus short copy. Which is more effective in marketing? TThe long and the short of it is that both are effective when incorporated in your overall strategy.

3rd of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
In this post I present the real #2, The Enemy is Resistance. I've written about this before too. The gist of Resistance is this: Selling would be far more simply for many more of your salespeople if they would focus on recognizing the resistance rather than attempting to overcome the many forms it takes:

The Right Mindset Is Key to Achieving Success with Network Marketing
If you want to be a successful network marketer, you need to have the right mindset. You need to let go of negative thoughts, and remain positive. If you do not have the right mindset, you will not get very far in this business. Change the way you think and your business will prosper. You will attract more people to your products and services if you have the right frame of mind.

Sales Coaching â€“ How to Find Clients
What do you do when you are just starting a business and need your first client? What if your existing clients have closed their purse strings? What if you just want to grow your business and the only way to do that is to get more buyers?

Overcoming Objections: "I want to think about it"
In recent weeks I have written several articles diagramming the sales process. None have been as popular as the one I wrote concerning Objections. This seems to be a major stumbling block among sales people and the hardest for some to understand. How do you deal with "I want to think about it?"

Take the Second Shot!
I get a lot of inquiries and solicitations asking me what my “#1 tip” for increasing business is. This, of course, is a very complex subject that requires a lot of detail. But there is one quick tip I send along that can help people in any phase of business or even their lives. And that is: Take the second shot.

# The Invisible Close Sales Nugget - Using Written Testimonials to Boost Sales - 5 Quick Tips!
Using written testimonials allows someone else to promote your product or service, even if they're not there to do it. Here are 5 quick tips from The Invisible Close Ebook for collecting and using written testimonials to boost sales.

What Makes a Great Sales Professional?
Being great in sales is not about having the "gift of gab" or being aggressive. There are three critical attributes for sales success today. Read on for more.....

What is Attraction Marketing?

Attraction marketing is a method of selling, but one that offers a more personalized approach in such a way as to build trust from the potential buyer, investor or business owner. Whereas in a traditional marketing method, sales agents are persistent and ever "selling" to the potential buyer, attraction marketing allows the buyer to come into the sale on their own. This method is most successful because people just do not like being sold to. You do not like to sell and prospects do not like to be sold to.

Become an Expert at Handling Price Objections
You can’t sell an item without agreeing on a price. There is no success without the sale – and there is no sale without the price.

Salespeople misperceive their proper roles by being misled by leads
By being the "Star of the Show' you are in peril of overplaying your part. By being the Stage Manager you can control the development of the plot.

Peaceful Objection Handling Tips
When you take objections head-on, trying to convince your prospect, make counter-arguments, explain how they're mistaken, justify, or insist, you create more resistance. Here's one way to handle the objection without resistance.

Top 7 Reasons Your Sales People Can’t Sell
As the business owner or entrepreneur you may get pretty frustrated because it seems like your sales people can’t sell. Naturally you want to blame them for their inadequacies.

Problem or Not the Problem?
"The problem is not the problem, it is another problem." -Dan Burris Leading Business Strategist and Technology Expert

How to Handle the “I don’t have the Time” Objection
Can you see how much more effective you will be by being prepared with and using these kinds of scripts? Believe me, it will separate you from the majority of your competition.

5 Steps to Approaching your Current Employer about Telecommuting
Many people fear that if they suggest telecommuting, or even working from home occasionally, that they will be viewed as "less than serious" about their job. Of course, if your company already has a formal telework plan in place it is much easier, but what do you do if they don't?

How To Handle Objections Like A True Professional Salesperson
Chris Randolph, author of "The Sales Edge" and several other books on professional selling, marketing, internet marketing, personal development and motivation shares a couple ideas on how to prepare yourself to handle all the objections that all salespeople get.

From death of a salesman to the birth of a partner
In this article Keith will look at some of the essential differences in attitude and skill between successful sales people of yester-year and those of today.

Cold Calling is Dead! Long Live Cold Calling!
I hear so many sales people making all sorts of excuses or giving reasons for not picking up the phone to prospective clients to find out how they might work with them. The common sense phrase 'If you take no action, nothing will happen' seems to be wasted on them!

Three Things That Kill CRM (...and how to counter them)
According to the best research I can find, roughly 2/3 of CRM implementations fail. How can this be? After so many years why haven't sales leaders and CRM vendors figured this out?

Would a wiki work?
A recent study conducted by CSO Insights indicated that poor sales knowledge management is hitting the top and bottom lines of companies in extremely negative ways. These included high sales rep turn over, longer sell cycles and lower win rates.

4 Sales Techniques for Overcoming Objections

In sales, the most challenging responses you can receive are Sales objections. This can be seen as a road block or a sign that there is more work that needs to be done. Without the proper tools, most sales people are left with no other option than to pack up their sales kit in defeat. Do I get defensive? Should I ask, “What haven’t I explained?” These are all questions a new sales person faces. How do you handle objections?

Sales Simplified -"When it Comes to Objections..."
Most of the time an objection is nothing more than an opportunity to discover more specifics about what the customer does want; a chance to learn what we may have missed in our discovery in order to present a solution or offer to them.

Being an Effective Salesperson Means That You PREPARE FOR OBJECTIONS
It’s not difficult to figure out the top five, most commonly used objections customers will give. Novice salespeople usually hear them in the first weeks on the job. To be successful, particularly in a challenging economy, you have to be able to anticipate resistance and have the tactics in place to overcome it.

The Very Necessary Needs Assessment
For anyone in a professional sales role that requires any degree of sophistication the skills of uncovering opportunites, identifying needs, revealing shortcomings and exposing gaps is critical. Learn what the needs assessment is and why it is necessary to your success. Read on...

ISOLATING OBJECTIONS
Very often when a customer objects, whatever he or she says is actually a white lie. The key to a successful sales call is for the representative to realize when this is the case and to overcome that white lie. It is completely necessary to be handling the real objection so it is possible to move ahead toward making the sale.

Hypnotic Influence with the Instruction Manual for the Mind

The world’s top sales superstars have a secret. What is it? It’s simple; their secret is that their communication is... hypnotic. For millenia thinkers, scholars and researchers have sought to uncover the keys to masterful persuasion and effortless influence, but it's only now that we have decoded the structure of persuasion. You can learn to sell hypnotically with the Instruction Manual for the Mind.

The Questions To Ask Yourself Before You Publicly Speak
Here are several questions that will help you prepare:

How You May Be Losing Sales Because You Are Pushing Your Prospects Instead of Letting Them Pull You
Is your sales approach all about pushing your prices, products or proposals onto your potential customers? Maybe it is time to consider another, more effective one?

Does Your Sales Training Program Fail or Pass the Simple Rope Test?
Many sales training program fail the simple rope test. Maybe this is because the simple rope test is just so simple that it continues to be ignored.

Does Your Sales Training Program Pass or Fail the Rope Test?
Never head of the rope test? Then you might find this article of interest.

Is Your Sales Training Demonstrating 20/80 or 80/20?
Where are you putting your sales training efforts and what are the positive, measurable results from those actions? Are they 20/80 or 80/20?

Sales Training Is Much More About Great Attitudes than Superior Sales Skills
Do you believe great sales is about having the best sales skills or sales attitudes? Read why Attitudes are the foundation for great sales.

How to Use Scripts to Ensure Consistency in Customer Service
Is your first reaction like that of my clients - scripting doesn’t work, scripting is too artificial, scripting doesn’t take into account different personalities? I’ve heard just about every excuse as to why scripts won’t work; but, as I wean my clients onto the idea and they see their bottom line increasing, converts are made. Here’s how to get started.

Dealing With Objections
"I'm Not Interested" is something that anyone who does business development, sales, cold calling, appointment setting, making new friends or smiling and dialing has to be able to deal with. You will learn a new way to agree with your customer's concerns and move on with the sales process.

Did we forget how to sell?
Did we forget how to sell?

Real Estate Marketing Strategies - Getting Your Clients to Buy Now!
Are your clients being indecisive? Convince them! Here are some tips to empower you and strengthen your confidence.

Selling With Stories
The most successful sales people sell without it ever being apparent that they are in fact, selling. How did they do this? They all told stories.

Add Up-selling and Cross-selling to Your Sale Cycle

If you´ve been probing, listening and solving problems for your customer throughout your sales call, the next step - upselling and cross-selling should come naturally. The idea is actually to resell your customer, not only to increase sales, but also to ensure that your customer has no reason to turn to your competition. Your objective is to become your customer´s sole supplier of your product line. Don´t be reluctant about this phase of the sales cycle. Your customer has already invested time with you, and has decided to buy your product or service. That an upselling/cross-selling message will fall on receptive ears.

Buyers are Liars and other Sales Myths
Sales people love success stories and we’ve heard plenty of good ones. But there are some bad ones out there, too. Sales Stories may be interesting and not be useful or in fact they may serve to reinforce myths about selling. One of the top five is “Buyers are Liars”.

Diagnosing Objections
Ever wondered why some objections are harder to overcome than others? Or the same objection is hard to overcome with one customer, but easy with next? Or are they all hard? You may have misdiagnosed the objection. Sales doctors tell us there are four types of objections, each one a little sicker than the other, but all are curable. The key is to diagnose correctly and apply the correct treatment.

Objections are Requests for more Information
Think of objections as simply requests for more information. In other words, when the customer objects, he or she is simply asking: "Tell me how to justify this amount of money?" "How is this a better buy than your competitor´s product?" "Tell us how your other customers have dealt with their price concerns?" "Tell me why I should buy the product from you, and not your competitor?"

Mapping Out the Successful Campaign

The backbone of any successful telemarketing program is planning. That means: - outlining your call objectives - preparing your sales message to incorporate phrases that will intrigue and hold your customer´s attention - training yourself to listen attentively to your customer and to probe your customer´s message - expecting and formulating responses to objections that you are likely to hear about your product or company - anticipating the ways in which your product or service will meet the needs of your customer - planning to upsell and cross-sell.

The Price Objection

"Your price is too high", "Too much", "I can't afford it", "We don't have the budget for it", "I can get it for less from your competitor". These phrases can cause your heart to miss a beat, or can energize you with a shot of adrenalin. If you are prepared for objections, if you know exactly how to manage them, you will begin to welcome them. Read on for tips and techniques to manage objections and turn them into opportunities.

How to handle the top 10 SME Sales Objections - Part I

A Sale is considered closed when the buyer and seller reach agreement on terms for the buyer to take ownership of a product or service. To get to this stage, the seller normally has to “close” the sale, by asking the buyer for their business. This is where the buyer raises “objections”. Objections generally fall into three main types. This article will explore the types of objection, how they arise and how to overcome and avoid them. Part II will then discuss the 10 most common objections, and how to handle them to close the sale. You must get the customer to reiterate the value that they are getting first and foremost.

Win More Sales By Better Qualifying Your Potential Customers Also Known As Prospects
Even in the best of times, sales professionals need to qualify their potential customers (a.k.a. prospects). When times are less than positive, this sales skill set is even more necessary. However, due to some in sales feeling desperate, they are investing their one resource that cannot be replenished, that being time.

Nothing Happens until someone Sells something!
What does it really mean to sell something? An idea, a dream, our values, an opinion, or ones self interests? Selling is simply: a transfer of enthusiasm and trust in someone or something. With this trust is born a responsibility and commitment to honor that trust, and do so willingly, no matter how challenging.

Creative Avoidance
How many of you procrastinate when it comes to contacting leads, calling customers, prospecting, or following up? Have I hit a nerve? You are not alone, it is in our nature to avoid confrontation because of our fear of rejection. Our primary job as salespeople is to attack that fear head on and convert “NO’s” into “YES’s”.

Finding a Way to Succeed

Strategies and Tactics are important - very important, especially in this economy. But even today, they take a back seat to your ability to find a way to get the job done. Whether that job is making appointments, uncovering compelling reasons to buy, getting opportunities qualified, making compelling presentations, dealing with objections or closing, you must find a way to master that part of the sales process.

Professional Selling
Professional selling is the difference between preparation and improvisation.

Exposed - Personality Tests Disguised as Sales Assessments
Yesterday, I met with a long-time client who, in his previous company, used OMG's Assessments to identify what needed to change in order to double revenue from $30 million to $60 million. In his new company, which is already about 12x that size, he wants to double revenue again. He said, "I just wasted two years with the _____ Assessment.

You Talk Too Much!
When on a sales call, do you hear your voice more than the prospect’s? Do you find yourself explaining and educating to establish your credibility and expertise? Are you displaying your knowledge in the hope of generating interest and enthusiasm? Are you discussing the features and benefits of your company and your product or service? If you answer "yes," you talk too much!

10 Steps to Make 2009 Your Most Successful Year Ever
It's the first week of January and you have goals, a plan, some anxiety over the economy and good intentions. As you go about your work this week, what will you do that will not only make 2009 better than 2008, but make 2009 your best year ever?

Home Party Sales Success: How To Overcome Buying Objections, Increase Home Party Sales And Get More Home Party Recruits/Business Builders!
Many a home party consultants find it very difficult to realize a profit through their home party business. As a direct sales home party marketing coach and consultant, these are the obstacles I continue to hear that many in direct selling continue to face: I am not able to sell My living room, garage and bedrooms have all turned into a product storage warehouse!

Have A Plan Before Proposing Telecommuting To Your Boss

Everyday people think about how great it would be to work in the comfort of their own home and at their own pace instead of commuting to work. For mothers, how they wish to have the option to work at home to spend more time taking care of the family. For people who feel that their personal lives are out of balance due to their hectic working schedule or simply sick of the grind, telecommuting is seen as the answer and the only option in their desire to work at home.

Work Smarter to Work Less
Tips for marketing yourself as a salesperson to increase your sales results.

How to quickly and easily make more sales by using this simple tool
One of the leading causes of losing a sale is not knowing how to respond when a prospective customer raises an objection. I call this the "deer in headlights" syndrome. You can easily solve this problem and confidently counter any objective a prospect raises by doing this...

Dealing with Sales Objections: Resistance to Change
When I talk here about the ” Resistance to Change” objection I do not mean a competitor objection. I say this because it can sometimes prove very difficult to tell the difference. The prospect may choose to verbalise both objections by giving the salesperson very similar answers i.e. “I am happy with my current supplier”.

Sales Training – Salespeople Get Uplifted With Jukebox Music!
Salespeople can find comfort in music. Actually, studies prove that listening to music has positive effects from reducing stress to making you smarter. Sellers, put some money in the Jukebox!

Secret Reserves

It has been defined as "any reserve which is not apparent on the face of the balance sheet". It is sometimes called "hidden reserve", or 'internal reserve' or 'inner reserve.' This reserve represents the surplus of assets over liabilities and capital. It does not appear in the ledger. The creation of secret reserves strengthens the financial position of the concern. Its financial position would be better than what it would appear on the face of the balance sheet. Secret reserve is created usually by joint stock companies especially banking, insurance and financial concerns.

Stress-Free Selling® - Eliminate Stress in Sales

A sale is stressful when we approach Prospects with the intention of making a sale and the fear of not making a sale. To compound matters, Prospects are afraid we are going to manipulate them. They are afraid we are going to sell them something. . . something that's not in their best interest. Prospects accept appointments reluctantly (which is why we have difficulty getting them on the phone in the first place) and are pre-armed with a litany of excuses (aka objections) to get rid of you. It is this dichotomy of goals (you want to make a sale and Prospects want to protect themselves) that creates stress. Imagine if you both want to meet. Imagine if neither feels the other is going to try to force anything on him. Imagine you both feel the only acceptable outcome is the satisfaction of your Prospect's goals.

How to Ramp-Up New Salespeople in 90 Days
Can you build a 90 Day Orientation Program for New Salespeople? It must have the following components...

9 Signals Foreshadowing Rejection
If you’re at all normal you don’t like getting rejected. Sometimes it’s over quickly and other times you think things are going well until…wham you get clobbered. With the way things are now you’re getting rejected more often and more quickly than ever before.

Handling Economic Objections
The key to surviving and even prospering in this economy is to not understand, buy into or take the objections. Don't panic, don't become defensive and don't resort to price incentives. Simply remain calm, understand what they're doing to you and confront. If you do that consistently, you'll be the only one really selling and helping while your competitors wait to follow up late in 2009.

What Have Your Salespeople Been Listening To?
In reality, there is no such thing as a spending freeze except for being something that top management tells bottom management. [Read More]

Postcards and Stamps Are Far Cheaper Than Gas
With the continual spiraling prices at the fuel pumps, those involved in the goals to increase sales and business building are making some hard decisions. Is deciding between a stamp and a gallon of gas a hard choice? So why not use more stamps and less gas if your goal is to increase sales?

Compelling Brochure Copy - The Basics

Effective brochure composition requires more than (just) compelling design. In planning your promotional materials, you need to pay as much attention to content as you do to visuals - and vice versa. Just as you’re hiring a professional design firm to compose the visual elements of your brochure, so should you consider hiring a professional copywriter to assist in optimizing the verbal messages you want to get across. That said, nobody knows your business better than you, and if you are going to undertake your own copywriting, there are a few basic points you should consider.

Want to sell your business? This is how to prepare
In our experience the majority of business owners are inadequately prepared when the time comes to sell their business and transfer ownership. But, the way to ensure that the business owner maximizes the value of their business and minimize the objections raised by a potential buyer is to have squeaky-clean financials.

The Unspoken Killer Objection You Must Remove to Sell More
It’s really frustrating. You had a good sales conversation. The potential client seemed on-board. Then you get to the part where the potential client has to make a decision to move forward, and all of a sudden they stall.

Use How What You Offer Works to Win More Sales
Sometimes it’s hard for a potential client to understand how what you have to offer works. Sometimes they think they understand how it works when they really don’t. In either case their understanding may lead to objections.

How to Avoid 4 Key Sales Objections
As you’re holding a sales conversation with a potential client there are three conversations going on. The outward verbal conversation between the two of you, the inward conversation in the potential clients mind, and the one you’re having in your mind. Currently you monitor two of those three conversations.

Increase Sales Coaching Tip: Understand How the Nos Get You Closer to the Yesses
Does a No derail you in your attempts to increase sales? Consider, this sales tip to increase sales.

A Consultative Approach

If a sales person pitches a prospect too early in the sales process and has not taken the time to fully appreciate that prospect’s requirements, they are likely to encounter much more resistance in comparison to a sales person who has first sought to identify and agree the prospect’s requirements prior to presenting their proposals. In the current competitive climate where the role of sales people is becoming even more demanding, organisations that adopt a consultative approach are more successful.

Effective Telemarketing

For many sales people, the telephone is an important resource that they use to develop their business. Yet, according to a study by Behavioural Sciences Research Press: ● 40% of established sales people experienced periods of ‘call reluctance’ severe enough to threaten their livelihood in sales. ● the average ‘call reluctant’ sales person loses more than 15 new accounts each month to their competitors.

Persuasive Sales Presentations
Sales presentations become so much more compelling at the point when you have identified and agreed all your prospects requirements and have tailored your presentation so that it illustrates how you can completely satisfy their agreed requirements. If you can then add your unique strengths to what the prospect is looking for, your proposal becomes stronger and much more persuasive.

The Creation of an Objection

“You attract to you the predominant thoughts that you’re holding in your awareness, whether those thoughts are conscious or unconscious.” Michael Bernard Beckwith Before attempting to handle any type of objection, it’s important to begin by looking at the beliefs that sales people are holding in their minds. If they are focusing on what objections they believe they will encounter, they will unconsciously transmit these thoughts to their prospects.

DON'T LET OBJECTIONS BE THE "KISS OF DEATH" TO YOUR SALE...
After more than 40 years in sales, and 30 years training sales people from more than 300 different industries, I’ve reached the conclusion that most sales people lack the vital skills necessary to handle objections.

How to Make More Sales With Less Effort
Exploring how Personal Marketing can be the fastest way to sell more and work less.

Your Million-Dollar Testimonial Strategy: Using Testimonials to Counter Objections

At the end of the day, your job in selling your product and service is to have the prospect trust what you tell them. Trust that they can obtain the results you indicate. And if they have an objection, trust your explanation on why it shouldn't be a roadblock. We already know that testimonials are the single most trusted source of information for prospects so using them for objections is the most important thing you can do for effective objection handling.

Bringing a Sales Opportunity Back From The Dead
The deal is a dying patient with no will to live. Unless you approach it that way, you'll fall in love with your strategy, use the wrong tactics and waste your time trying to save a deal with a do not resuscitate order.

Five Empowering Principles for Conversation in Franchise Sales
Questions you can ask potential franchisees during that very important initial sales conversation.

CLOSING THE SALE - IT'S HIGHLY OVERRATED
When I first got into selling I was told that to be successful I would have to learn how to CLOSE the sale. Indeed in that company, there was an elite group called "THE CLOSERS". This was a small...

12 Steps to a Successful Proof of Concept - Part 1
This three part series outlines twelve steps to installing a hardware or software proof of concept within your customer's IT environment.

Small Business Tips: Terrific Testimonials
Testimonials are a critical part of effective copy to help build credibility and to reduce objections to purchase. But many of my clients have been asking lately – how do we go about getting terrific testimonials?

A,B,Cs of Business Development: Strategy for the Non-Complex Sale
Most decision makers are very busy. Often they are willing to work with vendors, recruiters, etc. on an informal basis. If you have a great product or service that matches the client's needs, why complicate or slow down the sales cycle? Start simple and move into relationship mode as you build trust and understanding for the clients needs and interests.

Stress-Free Selling® - Don't Talk Price Until...

Don’t Talk Price Until... They’re Ready to Buy! Almost every salesperson has experienced the “How much does it cost?” disqualifier disguised as a question within the first minutes of a sales call. In these instances, whatever price you give, the response will most likely be “Your price is too high” or “My budget is spent.” Whether you get knocked out within the first few minutes or after an hour long presentation, you are prolonging the sales process...in some cases indefinitely when you talk about price before they’re ready to buy. So what can you do?

People Still Love to Negotiate
Learn to negotiate like a pro

Sales Training - Pre-empting Objections
Stop the objections before they come up!

Objections – Common Responses
The Four Most Common Responses 1. “No thanks, I’m happy with what I am doing now” 2. “I’m not interested” 3. “I’m too busy” 4. “Send me some literature”

How to Handle Objection When You Cold Call

We’ve all had the somewhat startling experience of thinking things are going really well during a cold call, and suddenly someone pulls back on us. They give us an “objection,” or just say something to end the conversation. Most of us have been trained to overcome objections during our cold calls, and keep moving forward. The thinking is that if you’re persistent enough, then you’ll make the sale. In other words, we’re supposed to bypass people's objections and concerns because we’ve already decided for them that they should buy what we have to offer.

6 Common Objections and How to Handle Them
You as a salesperson should give every opportunity to the prospect to ask questions and make objections if he is inclined to do so. It is frequently desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the prospect, especially if you are thoroughly prepared.

Are you boring prospects with your questions?
When you ask ‘thinking, open style' questions it can help you to win new business much quicker and with fewer objections. Additionally, when you help prospects to think about the needs of their business and to really think about current or potential problems or challenges they may face, they start to see you differently and understand the value you can add to them or their business.

Ever heard of LoveSelling Read on despite the name
Some entrepreneurs don't see themselves as sales people, because 'sales' is an unpleasant activity for them. Yet, their very existence depends very much on a successful sales strategy. My approach is 'positive sales' - a consultative approach to focusing on providing service first and selling next. Coincidentally, a German Business Guru has come up with a similar idea: he calls it "Love Selling"!

4 Advanced Cold-Calling Techniques
The better you are able to define your target market and more knowledge you have about the prospect’s business, the greater your chance of success when cold calling.

Overcoming Objections with the "Turn Device"
Turn the customers objection into a sales close by using the "Turn Device". They will close themselves.

When you hear, "Your Price Is Too High!!

When your customer tells you your price is too high—You have made the sale. That’s right. They are telling you • The product you are selling satisfies all their needs • he product solves their problems • They love your product/service • They want your product/service Now all you have to do is show them your product is worth more to them than their money. All you have to do is turn the feature Price into a BENEFITT.

You’ve Submitted the Proposal…Now What?
Submitting the proposal isn't the final step in acquiring new business. There are important steps that should be taken after the proposal is submitted. And these steps can be the deciding factor in whether or not you get the job.

How to avoid objections during your sales presentation
Handling customer objections at the end of the sales meeting can cause you a lot of grief and frustration and sometimes lose you the sale, well here is great tip on how to avoid this ever happening to you.

Cutting Through Stalls and Objections
There’s only one person who is qualified to handle a prospect’s stalls and objections, and it’s not the salesperson. It’s the prospect. If stalls and objections frequently come up in your sales calls, it’s a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen:

Part Nine - Prospecting for More Sales
Part Nine of a Ten Part Series. In this series, we explore all the different avenues of prospecting necessary for a business to succeed. Think of your business as a a beautiful garden, and then consider all the things you need to do to keep that garden beautiful and growing, rather than dreary, dead or decaying. Need help with Prospecting? Feel free to get in touch with us via our website.

The 7 Habits of Highly Ineffective Salespeople
The 7 harmful habits that hold people back in their business-development efforts and kill sales.

8 Days to Small Business Success

During Small Business Week in Canada I took some time to stop and think about what it takes to have a successful small business. These 7 essential tips must be implemented as an integral part of your business, in order to ensure success. Stop for a few minutes now and think about how well and often these activities are being done and decide what needs to improve. The success or failure of all small businesses is associated with the performance of these crucial activities. Pay close attention to them and ensure your success for the future.

What's That You Said? Using Metaphors and Analogies to Sell More Effectively
They say a picture is worth a thousand words. Why is it, then, in our conversations, in our written correspondence, and in our presentations, we act as if the opposite is true - that a thousand words will create the picture we want?

Why Overcoming Objections Can Lose The Sale
How ironic it is that the more we try and overcome resistance, the more we actually create it.

How to Stop Your Cold Calls From Losing Steam
We’ve all had the experience where everything seems to be going well during a cold call, and suddenly the person we’re talking to “hits the brakes.” They raise an objection and we start to panic, thinking we’re about to lose the sale.

How To Use Your Right Brain When You Cold Call
Unlock the power of your right brain for cold calling success!

Aikido and The Art of Selling
Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who’ve had too much to drink.

7 Ways to Cut Loose from Old Sales Thinking
Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.

Sales Performance Boost for Top Salespeople – Part Two
Top salespeople behave with focus and persistence regardless of obstacles. Here are more top salespeople musings from a personal elevator mishap so you can accelerate your sales results.

Statement of Use/Amendment to Allege Use for Intent-to-Use Application
Once the Intent to Use application is filed, the USPTO will move ahead with the filing process as normal but once all the various red tape has been cut, they will need to hear from you that you're using the mark in commerce.

Federal Trademark Application Timeline, Intent to Use Application
A detailed timeline for a Federal trademark application for those applicants that are not currently using their marks.

Federal Trademark Application Timeline, In Use Application
A detailed timeline for a Federal trademark application for those applicants that are currently using the mark in at least 2 states or between the US & another country.

6. Penetration Selling -- Penetrating the Barriers to Commitment

The fifth and final step of the Penetration Selling process is “Closing”. Closing is defined as getting a firm commitment from the prospect to acquire the product or service which is being offered. The key barriers that need to be penetrated in order for the close to be successful are often referred to, among sales-trainers, as “Objections”. This is a catch-all term which includes any and every thought a prospect might present, or action he might take, that acts to block the completion of the sale. In the Penetration Selling system, we discover that all variations of customer concerns and objections fall into only two categories, and the handling for both categories is very similar. The two categories are...

Secrets to Filling your Coaching Practice
The first step in your product "funnel" should NEVER be coaching. You want people to ask you for coaching. That's how you will never get any objections to your fees and can comfortably choose your ideal clients.

Ways To Make Objections Disappear
Generally, they have a question, concern or objection that you don't know about. If you don't address those concerns proactively, the on-the-spot sale probably won't happen. The person will leave with their question unresolved. So how do you address an objection if you don't know what it is? It's easy! Here's how: 1. Identify

The Salesperson's Nightmare- Your price is too high!
You are going to hear objections during a sales pitch, especially about price, and you've got to be ready to respond to them. Here are 10 ideas for successfully overcoming the dreaded statement "Your price is too high".

Selling Value

Selling has its own set of challenges and getting objections from your prospect rates right up there at the top. One particular and all too frequent objection you may here is the one about pricing. We’ve all heard it, “I’m afraid your price is a little high.” Keep in mind that people don’t buy Price, they buy Value, even though they won’t always admit it. This objection means that they don’t fully appreciate the “Value” of what you are selling. However, if this objection keeps coming up in your discussions, then it’s a good indication that they are interested. So don’t view this as a negative objection since it could simply be a buying sign. Unfortunately, many sales people start to discount their product in order to overcome this objection, which is the wrong way to go.

Closing Practices Engineered to Sell More in Less Time
So much has happened in a short period, such that today is a really exciting time to thrive if you’re prepared to respond to wisely to trends while emulating timeless approaches that work.

How To Handle Objections Like The Politicians Do
To see a fresh approach about how to handle objections during a sales presentation, smart sales professionals can take lessons from smart politicians.

Objections – Rejections
The only way to avoid rejection in sales, especially cold calling, is not to do it. If you can't afford not to do it, you need to learn how to manage the rejection and leverage it to move your sale forward.

How to Handle the “I Am Not Interested” Objection
Being able to turn a negative viewpoint into a positive profit is a transaction sales people and consumers will mutually benefit from. The techniques outlined below can help you identify, address, and nullify objections that keep you from making sales.

How to Handle Price Objections
Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to meet successfully price objections.

Objectionable Objections Handling objections in a positive way
In sales, you need to prepare for the inevitable objections. You may get many or just a few objections about your product or company. Regardless how many objections you get, there are specific techniques you can use to handle them. Here are 6 tips on how to handle objections.

How to Identify and Overcome Objections
When people come to your website they have objections. And, it doesn’t really matter if the reasons are good or not; as long as you don’t handle their objections, they won’t buy. Here you will learn how to identify and overcome those objections.

How to Overcome Objections When You Don't Have All the Answers
I attended a training today on "How to Handle Objections" by the president of a major real estate franchise. The delivery was informal. He just asked us to toss him typical objections to see how he would handle them. By anyone's account, he is an outstanding salesperson, able to smoothly handle objections and further the sale...

Preventing Objections or Push-Backs
Objections or push-backs are natural. You will always face brush-off objections, especially on your initial call. Once you counter brush-off objections you have a choice. You can either let objections come up and handle them or handle them before they come up as part of your sales presentation/rapport building process.

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