Monthly Archives: March 2014

How to Overcome the “Just Email Me Something” Objection

If you prospect for a living, then I know you get the brush off, “Just email me your information.”

And if you then take the time to email something thinking that you’ll have something to discuss on the next call, then I know how deflated and frustrated you are when you attempt to get back to someone. Does, “Oh, it’s not for us” ring a bell? Or worse?

Here is what to say the next time you get the “Just email me something blow off:

“(First Name), I’ll be happy to do that. I’ve got over 600 pages of information I could email you, so let me just ask you a couple of quick questions to make sure I’m sending you something that fits your situation…”

Now ask them your qualifying questions!

This technique will save you hundreds of hours of calling and chasing unqualified and disinterested prospects because, finally, you’ll have a chance to disqualify out the non-buyers right away.

And, of course, you’ll also be able to actually uncover who the real, interested buyers are as well. How great will that be?

The profession of sales isn’t hard if you just take the time to prepare proven and effective responses to the selling situations you run into day after day. Unfortunately, 80% of sales reps will never do that and this is why they struggle.

Today, you have the chance to prepare YOUR response so you can move a little bit closer to Top 20% sales performance.

One Question to Gage How Your Presentation is Going

If you give a demo or presentation to showcase your product or service, then you probably know all about the frustration of getting to the end, presenting your pricing options and then asking for the order only to be told a variation of, “Well, let me think about it/talk to corporate/get back to you, etc.”.

What’s equally frustrating is when you use tie downs throughout your presentation like, “Does this make sense so far?” and all you get back is a tepid, “Um, hum”.

Want a better way of taking your prospect’s pulse and getting a line on exactly how things are going before you waste 30 more minutes and only to arrive at one of the deflating stalls above?

Here it is: If you feel things aren’t going well or if you feel your prospect isn’t engaged and you’re not quite sure how to get them involved, then simply do this: After you complete a slide or part of your presentation, pause and say:

“(Prospect’s name), let’s stop here for a moment. Now I know I’ve given you a lot of information so far, and I’d appreciate it if you’d share with me what your thoughts are so far?”

Now hit MUTE and give them space to answer. Let the seconds tick slowly by… If they only give you a one or two word answer, don’t un-mute yourself! Instead, let the silence force them to elaborate. If they won’t give you much or give you an unsatisfying answer, then finally say, “Oh?” And MUTE yourself again.

If you do this consistently, you will eventually get to what is on your prospect’s mind. And the sooner you do this, the better off the rest of your presentation will go and the less frustration you’ll get at the end.

As with all my techniques, you don’t have to take my word for it – instead, try it yourself and see how it works for you. Remember, the art of sales is simply a series of proven skills that you use over and over again until they become habit. And good habits equal good results.

Happy selling…

Here’s the Secret to Success

Want to know an important secret? The most powerful technique to ensure your immediate and continued success is staying focused on what you want – all aspects of it – and not give in to worry, doubt, or to the temporary circumstances are happening right now in your life. I know this sounds simple, but most people find it extremely hard to practice.

While everyone understands the importance of goal setting, what usually happens after the excitement wears off is that reality sets in. You may have a goal to earn a certain amount of money, or drive a different type of car, etc, but after you receive a few checks that seem to be about the same, or after you get back into your old car for a few months, have you ever found that you forget about your goal and just start accepting that things are probably going to remain the same?

Or have you ever attended a motivational seminar or read a motivational book and been fired up for a while? Have you even taken some of the advice and written down your new goals or even taken some action and tried a new marketing plan or diet? If you have, then you’ve probably experienced the kind of let down that comes from not making progress fast enough and then laying in bed at night worrying about your income or about your future (again).

In fact, let me ask you right now: “How much of your thinking is about what you don’t want to happen or about what might happen if something you’re trying to accomplish doesn’t work out?”

The answer to that one question will always determine your ultimate success. You see, the secret to all success is to be able to stay focused on exactly what you want regardless of how long it takes, or what else is currently happening. It is this single ability to stay focused, committed and always trained on the end result you want – no matter what – that enables you to ultimately achieve any goal you set.

So how do you stay focused on what it is you want when so much seems to be contrary, or your mind constantly says, “Yes, but….”? Here are some tips that help me, and might help you as well.

I remember when I wanted to upgrade my Nissan Hatchback to a Mercedes. Well, at first I couldn’t afford the down payment, didn’t know how I was going to make the monthly payments, insurance, etc. Instead of trying to figure all that out, I started with the thought, “If other reps in the office drive nice cars and they seem to be able to write enough business to afford them, why not me?”

That basic belief was the core driving thought that I always went back to when I had a bad sales day or week. Whenever my mind started to go negative on me with the, “Who are you kidding? You a Mercedes?” And so forth, I would always reaffirm what I could believe in – “If others could do it, I could do it too!”

After that, I strengthened my vision by going to a Mercedes dealership and test driving the car I wanted; I had the sales rep at the dealership take pictures of me next to my ideal car (in fact you can see that exact picture by clicking here and scrolling down a bit). I brought all the brochures home of the car I wanted and kept them on my desk and looked at them often. And then I wrote an affirmation card and spent three to five times a day slowly visualizing how I felt now that I owned my dream car.

That combination – always combating any negative thoughts with a thought I could believe in – “If others could do it, I could as well” – along with constantly feeding myself the feelings of having accomplished my goal, enabled me to stay focused on what I wanted, rather than on what I didn’t have.

The result? Four months after writing up my affirmation card and making the commitment to owning the car of my dreams, I went back to the same dealership and bought the exact car I had been visualizing about.

So my question to you is this: What do you want, and what belief can you believe in now that can become your default self talk that will counteract any negative thinking? And then what kinds of reinforcement tools can you surround yourself with that will keep you focused on how you’ll feel once you attain your goal? These, coupled with an affirmation paragraph that you read and visualize several times a day, will keep you focused on what you want.

And once you do that, your goal will always become a reality…