Nine Common Objections You Must Answer
October 30, 2009
Nine Common Objections You Must Answer
By: Brian Tracy
Unspoken Objections
The first type of objection you will get is an unspoken objection. The customer has concerns with you offering but doesn’t tell you anything. The solution to unspoken objections is to let the prospect talk more. Ask open-ended questions, lean forward, and listen intently to the answers. The more a prospect has an opportunity to answer your questions; the more likely it is that she will tell you exactly what might be holding her back from buying.
Excuses, Excuses
The second form of objections is excuses. These are usually instinctive reactions to any sales approach. Excuses are not really serious. The best salespeople nod, smile, agree, and then ask a question to take control of the conversation. The very best way to handle any initial sales resistance, including excuses and impulse responses is with these words: "That’s all right. Most people in your situation felt the same way when I first called on them. But now they have become our best customers, and they recommend us to their friends and family."
Malicious Objections
Then there are malicious objections. Because you call on many different people, you will occasionally call on individuals who are unhappy or angry about their current situations. Since they cannot shout at their bosses or spouses, they take it out on the friendly salesperson. These people tend to be negative in their demeanor and behavior. The way to deal with malicious objections is to realize that you are not the target. Your job, as a professional, is to remain calm, confident, positive, and polite throughout.
Request For Information
The fourth most common objection is a request for information. This is the best type of objection for you to hear, because you know how to answer this as well or better than any other part of your presentation. Whenever a prospect asks for information about the results or benefits of your product or service, you are moving into an excellent field position to make a sale.
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Do you want a common-sense, systematic sales system that you can implement today? Come to Mark Garbelotto’s new training workshop, Selling like a Professional in Melbourne, Sydney or Townsville in November. |
Show—Off Objections
Another type of objection is the show-off objection. Sometimes prospects try to show you how much they already know about your product or service. They make sophisticated observations or ask you complex questions about your product, service or industry. When this happens, respond by taking the low road. Show how impressed you are by how much the prospect already knows. Remember, when you make a prospect feel important by listening to him with rapt attention, he is much more likely to warm up and buy from you.
Subjective Objections
The sixth most common type of objection is subjective or personal objections. These objections are aimed to you as a person. Whenever a prospect becomes critical of you, it could be a sign that you are talking too much about yourself. If this happens, it is important to make the customer the center of attention, and the subjective objections will stop.
Objective Objections
You may also hear the objective or factual objection. These are directed at your product offering and the claims that you make in terms of what it will do for the customer. If you can answer an objective objection, you can often close the sale.
General Sales Resistance
The eighth most common form of objection is what we have called general sales resistance. This always occurs at the beginning of a presentation. Until you neutralize this general sales resistance, the customer will be listening to you with a closed mind. When the prospect relaxes and gives you permission to ask him questions, you immediately begin your pre-selected open-ended questions to qualify the prospect and find out what he really needs that you can provide for him.
Last Ditch Objections
The final most-common objection is called the last-ditch objection. You have made your presentation, and the prospect clearly sees how she would be better off with your product or service. She knows and understands what you’re selling and how much you’re asking. She is on the verge of making a buying decision, but she still hesitates. Listen with respect to your final objections; then assure the prospect that yours is an excellent product or service, at a good price, and that everyone else who is using it today is very happy with their decision. You have then overcome the last-ditch objection.
Action Exercises
Hear the prospect out completely each time he objects or asks a question, practice all your listening skills.
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Take action now and generate more business than ever before by using the common-sense sales system that the top 10% of sales professionals have been using for years. This event will sell out, so secure your seats now for ‘Selling like a Professional‘ and you’ll be on your way to success in selling. Call our office on 1300 795 129 for more information on this event. |
How to Sell Like a Pro
Imagine if you could become one of the highest-earning people in your field.
change when YOU find more prospects, when YOU close more sales,
when YOU become a top-performing sales professional.
Everything there is to know about success in professional selling
has already been discovered.
- How to Identify a Qualified Prospect
- The 3 Key Ingredients to a Good Presentation
- The 8 Steps of the Professional Sales Process
- How to Position Yourself as a Consultant Rather Than a Salesperson
- What the Top 10% of Salespeople Do to Win 80% of the Business
What impact would this make on your business and your career? Would
it allow you to get ahead faster?
The good news is that you can learn all of this and more.
most comprehensive sales success training ever developed.
The ‘Selling Like a Professional‘ Training Workshop, written by
Brian Tracy, is a brand new event that will be presented by Mark
Garbelotto, Master Trainer with Brian Tracy International.
I will be travelling around Australia in the next few
weeks to teach these key skills that will help you take your place
among the Top 10% of sales professionals.
Join us at your nearest location and learn how to Sell Like a
Professional:
Hobart 16 October 2009 (Sold Out)
Sydney 12 November 2009. 6:30pm – 9:00pm
Melbourne 19 November 2009. 6:30pm – 9:00pm
Townsville 26 November 2009. 6:30pm – 9:00pm
If you are finding sales harder to make in today’s more competitive
marketplace or you want to know what the top 10% of sales producers
are doing to consistently out-sell the competition, then register
for this event today.
Go to www.briantracy.net.au/slap for event times and to register.
I look forward to meeting you at the next event, and helping you to
achieve and smash through all of your sales targets.
Kind Regards
Mark Garbelotto
Master Trainer – Brian Tracy International
The #1 Way to Trigger More Sales In This Economy
The Easy Way to Trigger More Sales In This Economy
By Brian Tracy
What are you doing to bring in new business and repeat business in this economy? Are you using ads? Do you have a sales letter about your product or service? Are you sending out emails? Do you have a website? How about direct mail?
What kind of results are you getting? Are you still struggling?
You know the basic lead generation activities you should be doing, but it’s just not working in this economy. You aren’t attracting as many new or repeat sales and profits are flat or even worse, down this year.
What’s going on? Is there anything you can do to turn this thing around and get more people buying from you?
Discover The Secret to Attracting More Buyers In This Economy
What’s keeping you from increasing your sales and profits this year?
Your lead generation is focused on products and services or even worse—it’s about you! That’s it. That’s the problem.
Everyone Makes This Mistake
Almost every person in sales makes this mistake and it holds them back forever. They have a great product or service to sell, then they try to tell everyone all about it.
Big mistake.
Discover The Secret to Multiplying Your Sales
It’s not WHAT you sell that’s most important in the sales equation—it’s WHO you sell to.
When a potential buyer scans or reads your ads, your emails or your website, if they don’t see themselves, their wants and needs, their concerns—described in it they will skip it and ignore you. And that’s what’s probably happening to you right now. The buyers you want to attract are ignoring you and it is keeping you from closing more sales.
The Biggest Barrier to Sales and Profits
What’s keeping you from attracting all the buyers you want and closing more sales so you can send your kids to the priciest college in the country, have a great vacation home and buy any car you want?
Let’s take a quick look at your business—
Work hard?
Have a great product or service?
Your customers are happy?
Did you answer yes to all three?
The problem with your business isn’t you, and let me tell you a secret; while this recession makes it a challenge, even in this economy you can see your business grow.
The problem is simple.
Using the Wrong Words Kills Sales
It’s the words you use in your ads, your emails, your sales letters, and on your website. They’re killing your sales. And you could struggle forever to figure out which are the right ones and how to use them.
Which are the magic words that generate wealth? Which words should you use and how should you use them to generate a flood of sales?
Which Words Sell
No matter what business you’re in, there are a few magic words that spark prospects’ interests and motivate them to take action and buy. Knowing which ones to use isn’t obvious.
Which is why I’ve asked one of the top marketing experts alive, Charlie Cook, for a favor. We’ve worked together for years and I’ve persuaded Charlie to make the ‘Insider Secrets to Copy That Sells’ available for a limited time at a very discounted price to Brian Tracy subscribers.
With ‘Copy That Sells’ you’ll discover which words to use in your ads, your emails, your sales letters and on your website to instantly increase sales and profits.
Just Make This One Change And Double Your Profits
You don’t need to change your selling process. You don’t need to spend more on advertising or mailings. Just change a few words, using the examples provided, and you can skyrocket your profits, even in this economy.
Show me how to increase my sales this year!
Want to discover how anyone can attract more buyers and close more sales, without working harder? The ideas I’ve shared in this article may seem obvious but the key to your success is in putting them to use. But you already know that it’s those people that take action who end up as winners.
The Complex Sale Today
The Sale is More Complex Today
The entire process of selling today is more complex than it has ever been before. It used to be that we would make a single call on a single buyer who would make a single decision on our product or offering. In this simple form of selling, we used the attention/interest/ desire/action (AIDA) model of sales presentation and focused intensely on numerous different ways of closing the sale. Then, once we had made the sale, in many cases we never saw the customer again.
Everything Has Changed
Today, however, everything is different. Today we must make multiple calls, an average of five or six, in order to make the sale. We deal with multiple decision makers in an organization, each of whom can influence the purchase. Much of the sale takes place when we are not present. Sometimes we never even meet the final decision maker who signs the check. And it is not unusual for a sale to be derailed at the last minute by something completely unexpected.
The Competition is Fierce
If that weren’t enough, there is more competition than ever before and it is more determined and resolute than it has ever been in the past. Not only must we compete on the basis of price, quality, services, capabilities, financing and warranties with many other vendors of our product or service, but we must also compete with every other vendor of every other product or service who is striving to get the same customer dollar that we are after. Our competitors are extremely determined, driven the same as we are by tight markets and careful customers. They are committed to starting earlier, working harder, and staying up later thinking of ways to take our customers away from us.
Our prospective customers are beset on all sides by every conceivable sales offering. Because they are drowning in details, options and choices, they are in no hurry to make up their minds. With markets changing and contracting, the amount of discretionary funds they have available has shrunken and they are more careful today than they have ever had to be in the past. The Key to Profitability
The purpose of a business is to create and keep a customer. If a business does this in sufficient quantity and with proper cost controls, it will make a profit. The profit is the result of creating and keeping customers efficiently. Create and Keep Customers
As the president of your own professional sales corporation, your job is to create and keep customers as well. And just as a company must continually restructure and redesign its product and service offerings to satisfy the changing tastes of a demanding and competitive customer marketplace, you as a salesperson must constantly upgrade the quality and sophistication of your sales procedures and approaches if you are going to create customers in sufficient quantity. Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, be prepared to make multiple calls on a customer to close a large or complex sale. Plan your sales work systematically so you always have a new reason for calling back.
Second, think continually about how you have to change and improve your selling and your offering if you want to succeed in a tough market. Work on yourself every day and never stop getting better.
Create Your Sales Plan
By Brian Tracy
Nothing happens until a sale takes place. Your actual ability to sell your product or service to your customer determines your profit or loss, success or failure, in business. The sales process, to be effective, must be planned and organized in detail from start to finish. Every word and action must be scripted, rehearsed and memorized. Nothing can be left to chance.
Sales Recipe
Making a sale is like cooking with a recipe. You must use the correct ingredient and blend them in the proper quantity with the right timing. All successful companies have developed a proven sales process that can be duplicated over and over. By using a proven sales system, you can accurately predict the quantity of your sales, the average size of your sales, and the profitability of your sales activities.
Prospecting
It is important to speak directly or by telephone to people who can and will buy and pay in a reasonable period of time. Start with your ideal customer profile. Who is he or she exactly-in terms of age, occupation, income, education? Who is he or she exactly—in terms of problems, wants, needs, attitudes, and experiences regarding your product or service? If you could advertise for perfect customers, how would you describe him or her?
Marketing and advertising is aimed at telling your ideal prospect that your product will help them. The ideal prospect has an immediate need for what you sell. The ideal prospect knows you, likes you, and respects your products or business. The ideal prospect can buy and pay for your product if he or she likes it.
Do you want to increase your sales income? Come to my new Training Workshop, ‘Selling Like a Professional‘ in Melbourne on November 19th.
Establish Rapport
Establishing rapport and trust with the customer is a must. The prospect will not listen to you or buy from you unless he/she likes you and believes that you are honest. Be friendly, straightforward and believable. Be punctual, prepared and properly dressed. Ask questions and listen carefully to the answers. Make no attempt to sell until the prospect is relaxed and comfortable with you. Identify what the customer needs so you can better sell to them. Ask carefully planned, structured questions so that you can fully understand the customer’s situation.
There is a direct relationship between asking questions and sales success. Plan your questions word-for-word in advance. Make no effort to sell or talk about your product. Seek first to understand, then to be understood.
Presenting Your Product or Service
Repeat back the specific needs or concerns that your prospect has expressed. Position yourself as a trusted advisor, dedicated to helping him solve his problem or achieve his goal with your product. Position yourself as a teacher-showing her how your product works to help her satisfy her needs. Match the customers expressed needs and concerns to the product or service. Focus on helping rather than selling. Conclude your presentation with an explanation of how the product is delivered or used. Invite questions.
Action Exercises
List three phrases or questions you can use or ask to determine if this is a qualified prospect.
My new Training Workshop, ‘Selling Like a Professional‘ will sell out!
You can register for this not-to-be missed event by calling our office on 1300 795 129.
The Seven Methods of Time Power…
By Brian Tracy
There are seven methods that you can use to help develop the habits of time management. The more you think about and practice these methods, the more rapidly you will program yourself to be efficient and highly productive.
First
Remember that your self-image determines your performance. You always perform on the outside in a matter consistent with the picture you have of yourself on the inside.
Practice visualizing and imagining yourself as you want to be, not as you may have been in the past. You can actually change your self-image permanently by repeatedly visualizing yourself as someone who is highly efficient and effective.
Second
Remember that it takes about twenty-one days of practice and repetition to form a new habit pattern. It has taken you your entire lifetime to become the person you are today, with the time management habits you have at this moment. It takes time and commitment to change, and for your subconscious mind to accept the new habits.
Third
Promise yourself that you are going to become excellent at time management. Promise yourself that you are going to be punctual, and that you are going to concentrate on your most important tasks. Then, promise others that you are going to be more effective and efficient in the future.
In developing the habits of time management, start in just one area where poor time management is holding you back. Don’t try to change everything at once. Change just one habit or activity where you know that improvement could be very helpful to you. Fifth
Launch your new time management habit strongly. Never allow an exception once you have decided that you are going to become excellent in a particular behavior. Never let yourself off the hook. Sixth
Use the “trial and success” method rather than the “trial and error” method. The trial and success method requires that you learn how to succeed by failing, and then by learning from your mistakes. Analyze your reasons for poor time management. Ask yourself, “What are the obstacles to my operating more efficiently in this area?” Take some time to reflect on recent behaviors. Seventh
You must absolutely believe that you can and will become excellent at time management. The Law of Belief says that “Your beliefs become your realities.” The more intensely you believe that you can and will become excellent at time management, the more rapidly this belief becomes your reality. If you hold to your belief long enough and hard enough, it will eventually materialize as new behaviors with regard to time. Action Exercise
Select one area where better time management skills can help you to be more efficient and get more done. Resolve to go to work on yourself in that area immediately.
Delegating and Supervising: Five Steps
By Brian Tracy
The ability to delegate is one of the key result areas of management. Fortunately, it is a skill that can be learned with practice. Delegation is an art as well as a science. Effective delegation requires time, thought, and careful consideration. It is something that you must learn to do if you want to leverage yourself to the maximum.
Step One
The first step in delegation is to become perfectly clear about the results that you desire from the job. The greater clarity you have with regard to the results expected, the easier it is for you to select the right person to do the job.
Step Two
The second step is to select a person based on his or her demonstrated ability or success at doing this job. Never delegate an important job to a person who has never done it before. If the successful completion of the task is important to the success of your business, it is essential that you delegate it to someone who you confidently believe can complete the task satisfactorily.
Third, explain to the person exactly what you want done, the results that you expect, the time schedule that you require, and your preferred method of working. The reason that you are in a position to delegate a task is because you have probably already mastered this task. Taking the time to teach and explain the best way to do the task based on your experience is an excellent way to ensure that the task will be done as you wish and on schedule. Step Four
Step four is to set up a schedule for reporting on progress. If it is an important task, set up a deadline for completion that is a day or a week before your actual deadline. Always build some slack into the system. Then, check on the progress of the task regularly, very much like a doctor would check on the condition of a critical care patient. Leave nothing to chance. Step Five
Step five, inspect what you expect. Delegation is not abdication. Just because you have assigned a task to another person does not mean that you are no longer accountable. And the more important the task, the more important it is that you keep on top of it. Action Exercise
What task can you effectively delegate to someone else? Which one of your employees can handle the task efficiently?
The Frog Man Is Back In His Home Town For 1 Night ONLY!
With Less than 1 day to go and 3 seats remaining until Melbourne Mini Eat That Frog event is SOLD OUT.
- Connect with people for WIN/Win networking
- How to overcome procrastination
- How to become more efficient and productive faster
- The importance of setting goals and making a plan
- Overcome obstacles that can derail your success
- High performance time management techniques
- And much, much more..
Greetings again, fellow frog eaters!! You Parodies here…
Well, it’s been a few months between blog updates, so what’s been happening (I hear you ask)??
In my infinite wisdom, I embarked on a 2 month tour of the UK; the two major reasons being 1. To watch the Ashes during daylight hours (let’s not talk about those, shall we); & 2. To catch up with a number of friends all around the UK.
To this end, I managed to succeed in both quests. The highlight of the tour was surely my live performance at the Cavern Club in Liverpool, which is, of course, where the Beatles got their start & met their manager, Brian Epstein. (Exciting for a Beatles’ fan, humdrum for a heathen WHOOPS!! I mean a non-Beatles’ fan…
Anyhoo, I digress slightly. Now back on Terra Firma Australis & over the ensuing jet lag, I am back in the groove. I will be performing at Mark’s upcoming Mini Eat That Frog workshop this Thursday (the 8th) at The London Hotel in Caulfield & have once again got the ball rolling with some other events / entertainment companies, so LOOK OUT!!
Another thing that I managed to do while in Blighty (England, for those of you who just said "What the??") was to write some new parodies for my upcoming 3rd album. So I now have 5 parodies written for that & will also soon be doing a video clip for my ever popular song "Thunder Thighs", which is the first track on my first album.
And that’s about it!! Hope all is well in the frog devouring community & I look forward to catching up with as many of you as possible at upcoming Eat That Frog workshops.
Cheers,
You.
The Law of Ambition
By Brian Tracy
Leaders have an intense desire to lead; they have a clear vision of a better future, which they are determined to realize. Vision is the one common quality that separates leaders from non-leaders. Leaders have a clear picture of the kind of future they want to create, and they have the ability to communicate this vision to others in an exciting and inspiring way.
Key Responsibility of Leadership
People may work steadily for a paycheck, but they perform at high levels only when they are inspired by a vision of some kind. The development and articulation of this vision is a key responsibility of leadership.
Leaders Visualize
Leaders have the ability to visualize, to see the big picture and then to inspire others to work together to make it a reality. The true leader sees leadership as a tool he or she can use to bring about a result that is bigger and more important than any single individual.
Become a Leader
You become a leader when you set a goal, make a plan, and then throw your whole heart into making it a reality. You become a leader when you develop an inspiring vision for yourself and others. You become a leader when you know exactly where you want to go, why you want to get there, and what you have to do to achieve your vision.
Leaders Explain
Leaders can explain clearly to other people what it is they are trying to accomplish, why they are trying to accomplish it, and how they are going to bring it about. They are eager to get results and they are impatient with delays. They are excited about what they are doing, and as a result, they get other people excited as well. Leaders have goals, plans, and strategies that they are working to implement every day. They are in a hurry. They have a lot to do and they feel that they have too little time.
Clarity
Perhaps the most important part of ambition is clarity on the part of the leader. The leader has a clear vision, clear values, a clear vision, and clear, written goals, plans, and strategies for his or her department or organization. Most of all, leaders want to lead, to be in charge, to be responsible, to make things happen. They are willing to endure the risks and the sacrifices that are required to make a real difference in their worlds.
Action Exercise
Determine a clear vision for yourself and your organization. Where would you ideally like to be in three to five years? Define it clearly. Write it down. Share it with others. The more clear and specific you are about your future vision for yourself and your company, the more you will accomplish and the better and more effective leader you will become.
