If only prospects could just listen to you talk about your amazing products and services and then – place an order : )
That would be sooo nice, and would make your day so much easier.
Too bad it doesn’t usually happen that way.
Depending on your prospect’s needs, situation and budget, there are almost always objections, or . . .
. . . just questions that sound like objections, so:
How Do You Prepare?
It’s easy to say: “Know your product.”
Of course, we need to know our products.
Just as important:
HOW does your product make the prospect’s lives better or easier?
Think about the best way to ask the questions that will get to the heart of the prospect’s needs or wants.
And how to find out why they are hesitating.
Ask Yourself These Questions
- Are they afraid to place an order because . . .
- . . . they are not sure if the service will be dependable?
- They are not sure if your product will meet their needs?
- Is it fear of changing vendors?
Here’s What to Do
Before you make your next call, write down the objections you hear most often.
Next to these objections, write down what the prospect may be thinking, based on the examples listed above.
Then, write down your response to what you feel the prospect may really be thinking.
You’ll find that the responses you write for what they may be thinking will also work for the objections they give you.
When you hear “I’m happy with my current vendor,” Imagine they are saying “Why should I change?”
Prepare your reasons why other prospects have switched over to your company and the benefits they have found after becoming one of your customers.
You Can “Shorten the Sales Cycle”
“Ann, after being part of your e-Course, I now have better decision making, better control of meetings and handling objections to shorten the sales cycle. Thank you!”
Norman Deane, Senior Office Solutions Specialist
Repro Products, Smyrna, Georgia
You are invited to join me for the next private one-to-one e-Course and you can
- Learn how to create your own unique opening statement that gets attention, interest – and avoids rejection.
- Use authentic words that will cause the customer to trust you and understand that you are there to help her rather than “just get the sale.”
- Find out exactly how to create trust during the first call.
- Discover specific questions to ask the prospect that will motivate her to think – and share important information you need, to move forward with the sale.
And much, much more.
The next e-Course begins on Wednesday.
If you are ready to begin reaching more decision makers and closing more sales, drop me a line. I’d love to hear from you!
PS: Your BTA member discount applies for this course!