The dog days of summer are quickly approaching…
Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard?
Check out our best inside sales training available on the Internet: On-Demand Training!
Here’s an example of a training tip that you’ll learn, and that I used, to handle a frustrating objection I used to get all the time: “The price is outside of our budget.”
If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer or overcome it.
Because 80% of the time this objection is just a smokescreen hiding something else. And until you find out what’s really holding your prospect back, you’ll just go around and around in circles.
So here’s what you need to do: Isolate the objection before you attempt to overcome it.
Here’s a simple technique that will allow you to do just that:
Whenever your prospect says, “That price is outside of our budget,” simply respond with:
“And besides price, what else is holding you back?”
And then hit your MUTE button and listen very carefully for the real objection—or objections—that are holding your prospect back.
The reason this technique—among others you’ll learn in my on-demand training—took my sales career to a new level is because by using it I avoided talking past the close and chasing what wasn’t even the real objection!
It forced me to listen rather than ad-lib poor sales techniques—perhaps some of the things your team is doing right now…
And it taught me to identify what the real objection was, so I could focus on that. And only when I understood what was really holding my prospect back did I begin to close more sales.
And your team can too. Use this technique the next time you get the price objection and watch as you get more control over the sales process and uncover the real reason(s) your prospect isn’t moving forward yet.
And if you’d like to learn even more proven techniques, including how to:
- Eliminate call reluctance
- Glide past gatekeepers
- Prospect more effectively
- Qualify prospects more easily
- Deliver killer presentations that lead to more closed sales
- Overcome objections
- And much, much more!
Then give your team access to my award winning inside sales training!
Just remember: The sooner you invest in your team and your company, the sooner they’ll close more sales and consistently make more money.
And isn’t that what you wake up in the morning trying to do 5 or 6 days a week?
Invest in sales team today!
Need More Proven Responses to the Selling Situations You Face Every Day?
ON DEMAND SALES TRAINING THAT GETS RESULTS!
If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.
Unlimited License: One to 100 reps can attend for one low price!
Perfect for reps dealing with the following issues:
- Reps struggling with call reluctance
- Getting screened out by the gatekeeper
- Overcoming blow off objections like, “Just email me something”
- Identifying decision makers
- Qualifying prospects
- Setting call back appointments that stick
- Giving successful presentations and dealing with objections
- Staying motivated