March 31, 2010
Network marketers have been taught by training programs, their up line and printed material that they have to "handle objections" as a matter of course, to get to the sale. BS. Objections aren't really "objections", but rather an invitation from the buyer to make a connection to us. Thank them for the invitation, and connect with them. Look, it's a proven fact, buyers present 58% more objections than non-buyers, and that is before they buy. It's their way of forcing you keep connecting until you establish trust. They already know they have a need, you already know you have the solution (presumably), so once there is trust, you two can get to the "does this solution fit"?
Let me put it another way your goal as a salesperson is to help your client, which means you guys are on the same side, right?
It's not a contest, it's not a debate, it's the beginning of a relationship. (Hence the term relationship marketing) So get into what the objection is. Find out what's really behind it. What are they worried about? What does that matter? How does that work? What happens then? What's at stake for the client? It might take a few questions to get to the root cause, concern or problem. Your job is to uncover the truth. Bring it out into the light of day and examine it. Frequently, the buyer will throw up an objection that isn't really what they are concerned about. It's a reflex action. You have to listen closely and ask questions to find what their real concern is. This is an important step in the process. Skip this at your own peril. If you don't deal with the questions and objections, and I mean all of them, they will linger in your prospect's mind, even if you do manage to "make the sale". (Buyers Remorse is a common term for it) Another is "unproductive member of your team".
March 30, 2010
When an objection has been raised by your prospect, it must be overcome or the sale will usually be lost. The reactions to objections vary widely among salespeople. The true professional salesperson says, 'I need objections. Without them, I couldn't sell.' This reaction is in sharp contrast to those salespeople who view stalls and objections as catastrophes, contemplating them with doubt, fear, and worry.
The difference in the reactions of these two types of salespeople is not so much one of experience or exposure to training as it is of attitude. Stalls and objections are almost never isolated events; they are the results of cause and effect. Objections give the professional salesperson clues about what is happening. They help him evaluate the customer or prospect and guide them toward a satisfactory resolution of the salesperson/customer relationship.
First, we must have an understanding of the person behind the objection. Let's adopt this basic premise: all stalls and objections are defensive reactions to a threat, either direct or implied. In effect, the customer is calling a halt or slowing down an action.
March 27, 2010
What if you could bioengineer the next great world prophet: scientifically produce the next Buddha, the next Muhammad, or the next Jesus? Would it mark the Second Coming or initiate a chain reaction with disastrous consequences? A master at combining historical and religious intrigue with edge-of-your-seat adventure, New York Times bestselling author James Rollins brings back SIGMA Force to battle a group of rogue scientists who've unleashed a bioengineering proj... More >>
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