If you sell B2C (or even B2B) and you get the “I have to convince my wife,” stall, how do you handle it? If you’re like many of the sales reps I’ve been listening to lately, the answer is: Not very well. So let’s start at the beginning. The first thing you need to do […]
Ten New Ways to Handle, “We’re all set”
I receive emails from my readers all the time asking me how to handle various objections and resistance statements. A common request I get is how to handle the initial resistance statement “We are all set.” A variation of this is anything along the lines of: “We are O.K. with our present system” OR “We’ve […]
Two Great New Year’s Questions for Your Clients
Welcome back to the office, how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most company’s management and sales teams are under immediate pressure already to begin accomplishing their new goals and sales targets. In fact, this pressure is also felt in the accounting department, the marketing department, and everywhere […]
Softening Statements to Get Prospects Talking
One of the objections I always get from sales people who don’t want to use scripts is that they sound so, well, like scripts. I tell them that if they sound like they are reading them, sure, but if they internalize them and then deliver them naturally, then they don’t sound like scripts at all. […]
The Proper Way to Handle a Call in Lead
Call in leads can be tricky. Because reps often equate the implied interest of a call in to being “qualified,” they often skip some important steps. This can happen to all sales reps and even happened to me recently… A CEO called me the other day and wanted to know more about the kind of […]
Boost Your Sales by Using This One Word
Catchy title, huh? “Boost your sales using just this ONE word.” Wouldn’t it be nice if there was just one magic word that could really increase your sales? There is… Before I tell you what it is, though, let me give you a brief background on how I discovered it. Years ago as I was […]
Too Many Options? Narrow It Down to Get the Sale Now
If you sell a product or service with many add-on’s and options or choices, then it’s easy for your prospect to get overwhelmed and want to “think about it.” Many sales reps actually make it for harder for buyers to decide because they keep pitching (instead of closing) and so complicate the sale even further. […]
“I Want to Think About It” – Ten New Ways to Handle it!
I know, we’ve already been through this objection, but sales reps always want more input on it so here it is: The bottom line is that when someone says they want to think about it, it means they aren’t sold yet. And it could very easily mean that they aren’t sold on your solution, and […]
How to Use Tie Downs to Build Momentum
I don’t know why tie downs aren’t used more by sales reps selling over the phone. They serve several crucial functions, including: Getting confirmation that the point you just made was understood and accepted by your prospect. This is especially important when selling over the phone as you don’t have the physical clues that tell […]
How to Make Cold Calling Easy
Anyone who has to cold call as part of their sales career knows how hard it can be. Many sales reps cringe as they dial a number and wait for the receptionist to answer: “Who’s calling?” “Will he know what this call is regarding?” These and other questions create such call reluctance that it’s no […]