Making the most of objections
Making the most of objections

Sales objections and making the most of them

Sales objections, how many do you get daily?

Do you make the most of them? Or do they wear you down and make you want to quit.

Most sales trainers will train us to overcome objections, which is right.

Overcoming sales objections from prospects and customers is a necessary evil.

But we should never want, look for or welcome objections.

In fact, let’s look at this from a buyers perspective, shall we?

Think back to the last time you were actively being sold to, or making a purchase.

What were you buying? Can you remember?

See where most salesmen and women go wrong is they try to hard close over an objection, or take it as a personal attack

“I am the greatest salesmen alive, how dare you give me an objection”

Let me say this again

we should never want, look for or welcome objections.

So what exactly are they, please keep reading.

Sales objections are reservations or concerns that our customers still have about our product or service.

Now let me caveat something quickly, whilst we should never look for them or necessarily want them as professional and successful salespeople

They can be considered buying signals (and more on buying signals later).

Think about it, if our customers have a concern before investing, well this suggests that they must be interested right.

So we need to handle any and all objections we get (and we WILL get them) as sensitively and sensibly as possible.

It is our duty to help and guide customers along the buying journey.

So when people object, what are they really saying?

“I want more information”

“I need some more proof”

“I want to make sure that this product will do what I need”

“I’m almost convinced, but I just need a little more from you”

“Give me some more reasons to”

Remember, our duty is to understand the REAL reason for their concern and provide the RIGHT response that meets and answers that concern.

We are here to help and serve.

Plus, in my not so humble opinion, real selling starts when we get a no.

What is the most common objection that you face?

 

 

 

How do you learn?
How do you learn?

Lessons from the doctor on learning sales

Learning sales is easy.
Understanding it can be difficult.
That being said, when we know and understand how people learn, we can use that knowledge to our advantage.
So a serious question from a sales doctor.
How do you learn best?
 
You see each of us as individuals learns information (both old and new) differently.
 
We could talk all day about levels of intellect or IQ.
Do they really matter, are they crucial to our success?
 
There is a multitude of tests we can all run to define our individual levels of “knowledge” and “genius”.
My mentor states quite clearly (and this is something that I firmly believe in) that you don’t have to be exceptional to be exceptional.
Let me say that again:
You don’t have to be exceptional to be exceptional.
Sounds crazy right?
But imagine, are all the successful people in the world truly exceptional? What sets them apart.
More:
Then, of course, there is our own cognitive bias to take into account.
Blah blah blah.
For now, let’s keep it simple shall we?
First, let me ask you this.
 
Is there a difference between being clever and being wise.
In my not so humble opinion, of course, there is.
How do you define yourself (if you define yourself at all that is)?
Wise or clever.
What would you rather be?
Any ideas.
Take some time to think about it.
But the main question you need to ask yourself is how do we learn?
In fact, let me rephrase that.
How do we learn best?
See there is knowledge to be found in books, through mentors or coaches, by watching films and documentaries.
There are so many ways to learn, that they can blur into a haze of over information.
But that is still not understanding how we learn best.
Are you practical?
Do you need to be shown how to do things or are you best off being told.
How about just hearing instructions?
Can you then implement them faultlessly?
Like with most things we always start with self, so how do you approach learning sales?
What is the best method for you
Let me know in our Facebook group by clicking here

10 ways to steal customers from your competition

Stealing customers is not exactly ethical or moral, is it?

Not really – but taking more market share in your industry is – when you have more market share, what do you get?

More customers.

More customers = more money.

Which is nice.

Think of it as rival gangs fighting for their turf.

Are you ready to be the biggest baddest sales mofo out there?

If so, please read on.

The ten ways you can steal your competitors’ customers are:

  1. Be a spy
  2. Outsmart them
  3. Become a lead magnet
  4. Send them the sh*t
  5. Poached egg? Poach a client
  6. Give and get
  7. Flirt and foreplay
  8. Time for a tsunami
  9. Show off
  10. Kill the competition with this question

 

So let’s look at those in more depth, shall we?

Be a spy.

What exactly does this mean do you think?

You should always have your ear to the ground, listen to industry gossip, read relevant publications, go to any relevant events.

Basically be nosey!

Your competition (just like you) will always make mistakes.

When they do (and never interrupt them when they are in the middle of making a mistake) be there to sweep up and benefit.

 

Outsmart them.

Think different to how your competition think. More important is to be and act differently.

Disrupt the status quo.

If they place an advert in a publication, you place an advert to say you will offer 10% off anyone who brings in their ripped out advert.

Disruption and polarisation are powerful tools to use my friends.

 

Become a lead magnet.

Now, this is naughty and has nothing to do with being a key person of influence.

This is basically finding competition who has gone out of business or is in dire straits and redirecting their customers to you.

Do they have a physical advert somewhere? Place yours over the top.

 

Send them the sh*t.

One of your competitors doing something bad? Highlight it to them directly.

Sounds crazy right? Why would you point out they are making a mistake?

Because you can actually help them out by offering YOUR services, at a price of course.

 

Poached egg? Poach a client.

Social recon is pretty much a must do when we sell.

Find your competition, find their owners, sales staff and see who they follow on social media.

Try to identify where they are doing business online and with who.

Start to connect and engage with their customers.

 

Give and Get.

The standard psychological rule of reciprocation.

Do your research on your competitors’ client base leveraging social media.

Send them all something for free.

Simple.

 

Flirt and Foreplay.

Ever been a customer of an organisation for a while and got annoyed by the fact that they seem to want new customers more, by offering them attractive deals?

Where’s their customer loyalty?

I bet some of your competitors fall into this trap, speak to their existing customer’s frustration and show them some love.

Because what happens after we flirt and do the foreplay correctly?

 

Time for a tsunami.

Flood your marketplace with high-quality content, always give value.

Got the secret sauce?

Give it away.

While your competition is closely guarding theirs, yours is available for customers to benefit from.

They will invest in you. You can never give enough value!

 

Show off.

You need to know the strengths and weaknesses of your competition!

What do you do better than them?

Create a marketing or advertising campaign that shows how you are better than them.

 

Kill the competition with this question.

“Haven’t (your competitors’ name) been screwing you over for the last 5 years? Isn’t that why I am really here?”

Edit it to your own requirements.

 

How do you ensure that your market share is forever growing?