How to Uncover the Hidden Objection

alexandru-zdrobau-84424-unsplashHas this ever happened to you?
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The prospect needs or wants your product or service.
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You’ve made a good presentation and s/he seems interested, but for some reason hasn’t placed the order.
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You think s/he wants to buy, but you sense a hesitation.
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It seems there is a hidden objection you are not aware of.
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This is frustrating because where do you go from here? And are you just wasting your time?
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Specific Questions You Can Ask
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To find out where you stand, ask specific questions to learn what the prospect is really feeling about your products and presentation.
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.I do have an online coaching and training course, but for now, here are the . . .
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 .. . . 4 Best Ways to Uncover & Handle the REAL or Hidden Objection
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1.) Check and see if you’re on the right track by asking an opinion-seeking question.
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The answer will tell you how the prospect feels about what you’ve said, and bring up any concerns s/he may have.
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DO ask:
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“In your opinion, do you feel the Laser Gold Service Program is a good idea for your company?”
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Don’t ask:
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        “Do you think the Laser Gold Service Program is a good idea. . .”
Reason:
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Asking what they “think” will get a logical response.  Not good.
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You can find out more information from an emotional response, which you will get by asking how they “feel” instead of what they think.
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2.)  You can ask:
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        “Are you getting the information you need to make a decision?”
How to Move Them Closer to a Decision
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3.) If you feel the prospect is close to a decision but you’re not quite sure, you can ask:
        “Do we need a purchase order number?”
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The answer to this question will either be “Yes,” or “No,” or “I’m not ready to order yet.”
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The first two answers will give you the sale and if you hear “I’m not ready to order yet,” you can ask:
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        “What questions can I answer for you?”
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4.) Another way to get feedback from the prospect and learn why s/he is hesitating to place the order is:
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        Use an open-ended question like: “How does that sound to you so far?”
IMPORTANT: Don’t say a word until you hear an answer.
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Want more ways to handle objections effectively and move the sale forward?
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After completing my e-Course, this is what Byl Beasley wrote:
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“I believe Ann’s e-Course has helped me tremendously in how I present material to the customers, how I frame my intended conversations, and how I respond to their objections.”
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Byl Beasley, Business Development Manager
Repro Products, Smyrna, Georgia
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- you are invited to . . .
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. . . take part in my next one-to-one private 4-week e-Course.
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This course includes 4 weeks of once-a-week private telephone sales training and coaching where I will work personally with you – plus 4 separate sales-building workbooks; one for each week.
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The course is limited to the first 10 people who register, so contact me today and I’ll get back to you as soon as possible.
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If you are tired of not getting to decision-makers, not grabbing interest when you do reach them and having voice mail messages ignored, I would love to work with you and help you achieve your goals.  Questions?  Send me a message and I’ll get back to you ASAP.
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Thanks for reading – here’s wishing you a happy and profitable day!
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Ann

4 Ways to Avoid Rejection during Cold Calls

woman-using-iphoneIf the word “telemarketing” is not one of your favorite words, this message is for you.

It is not a favorite word for many who have been hired for the purpose of making cold calls,

because…

…the fear of rejection is real and painful.

It is the reason many salespeople don’t make cold calls…or make very few calls.

Connecting with your future loyal clients is a better way to think about cold calling.

Really.

And you can do it without feeling sleazy.

If you are experiencing rejection on your sales calls, you’ll learn that it may not be your fault.

It could be the fault of the selling approach you are using during cold calls.

4 Ways to Avoid Rejection during Cold Calls

First – and very important – motivate yourself.

1.) Before you start making cold calls, read the positive testimonials customers have written for you or your company’s products or services.

2.) Approach your calls with the knowledge that you are helping people because you have a product or service that will make their lives better or easier.

3.) Spend time with positive people and stay away from negative co-workers.

4.) Register for my 4-week private e-Course because I will teach you how to make a positive difference – and feel more comfortable – in the way you approach prospects by phone.

Feedback

After the first week of the e-Course, Felipe Hernandez wrote:

“Already in the first week of the Ann Barr e-Course I’ve learned a lot about how to approach my work. I am able to walk away from the first week with a much clearer idea of how to approach prospects and what they want to hear from me versus what I want to say.”

-Felipe Hernandez, Sales Consultant,
Zeno Office Solutions, Midland, TX
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Two spaces available

.Because this course includes four weeks of once-a-week private telephone sales training and coaching where I will work personally with you, the course is limited to the first 10 people who register, and there are just two spaces still available for the course beginning on Wednesday.

You can see a description of the course + tuition investment on this page and/or on my blog

If you would like to register – or have questions – send me a message and I’ll get back to you ASAP.

Think about this:

The fear of rejection starts with a lack of self-confidence.

Confidence is a state of mind.

It is something that we do, not something that we are.

It is a way of thinking.

That means it is something everyone can learn.

And it is easier than you think.

I can teach you how to avoid rejection by changing your marketing approach and help you increase your self-confidence.

How do I know this?

Read what Amber Strong wrote after completing my e-Course:

“After completing Ann’s 4-week e-Course, I have experienced less outright rejection and my confidence has increased. Thank you, Ann!”

-Amber Strong, South Coast Copy Systems,
Solana Beach, California
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During this private e-course, you will:

  • Find out the best way to overcome phone fear + build your self-confidence,
  • Brainstorm your attention-getting opening statement so prospects will want to listen to you,
  • Find out which questions to ask prospects to get the information you need,
  • Learn how to connect with prospects and get them involved in a conversation and
  • Pave the way to a successful follow-up call,
  • Discover three effective ways to get through screeners,
  • 7 ways to answer objections – and
  • 10 ways to ask for the order or appointment,
  • Find out which voice mail messages will get your call returned.

If you want to find out exactly how to start increasing your sales right away, I can help you.

Send me a message and I’ll get back to you as soon as possible.

Good news:  your BTA educational discount can apply to this e-Course!

Thanks for reading – here’s wishing you a beautiful day!

-  Ann

Your Clients are Waiting for You

woman-sitting-at-table-chin-in-handAnd they are waiting to buy from you.

Really.

Why?

Because they know you – or your company, they like you – or your company and they trust you – or your company.

But… since they haven’t heard from you in a while, your client may get a phone call from a friendly competitor (of yours) offering the same products you sell.

Your client might even say “yes” to your competitor.

Yikes!!

How could this happen?

Maybe, because your client hasn’t heard from you or anyone at your company for a while. And they feel neglected.

Three reasons why they have not heard from you:

1. A sales rep (not you) abruptly left your company and no one notified clients.

or:

2. You have been too busy finding and contacting new businesses because you (or your manager) decided it’s time to increase the customer base.

or:

3. It was assumed (you know what they say about assuming) that this client would continually buy from you, without any reminders or follow-up calls.

An Unexpected Email

This was a surprising email I received last year, from someone I had never met – who took the place of a sales rep who left her company:

“When I took this job I didn’t realized at the beginning but it turns out that to be successful at this I need to do a lot of cold calling. It also turns out I suck at it. Maybe it’s because of my fear of rejection.”

But…

…as I told this new sales rep:

In this situation, it would not really be cold calling, if the accounts being called have previously done business with your company.

Banish the Fear

Almost like magic, the fear will disappear when you begin making those warm (not cold) calls to accounts that have purchased from your company in the past.

Results

To her astonishment, clients were happy to hear from her!

And most bought products as a result of her call. Yay!!

Not specifically mentioning her name, but here are four lovely emails from reps who happily discovered cold (warm) calling works!

Feedback

“After taking part in Ann Barr’s four-week e-Course, I’ve been more comfortable making calls and I’m getting better response from prospects during the calls. Thank you, Ann!”

- Jonathan Thacker, Indiana Business Equipment

“Everything I have learned in this course, I have been using now on a daily basis. I have been able to have better conversations with prospects and customers because of changing the way I phrase questions. Also, using the cold call email you helped me with, I have gotten more responses. Thank you, Ann!”

- Jessica Whittle, The Fax and Printer Guy

“Ann, during your e-Course I have gotten more confidence in speaking and relaying to people the information I need in order for me to help them. People seem to respond and open up to me with more information. Thank you!”

- Grace Dace, Account Executive, Maunakea Integrated Solutions

“Your e-Course was clear and easy to understand. The course motivated me to focus on my goals and I’ve had a tremendous improvement in technique and confidence. Thank you, Ann!”

- Paul Cleveland, Business Development Manager, Repro Products
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Congratulations to Jonathan, Jessica, Grace and Paul – your dedication and success is exciting!

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Thanks for reading – here’s wishing you a beautiful day!!

- Ann

PS – The next one-to-one private e-Course begins a week from today. Interested?
Send me a message and I’ll get back to you ASAP.

PPS – Your BTA educational discount applies to this course!

PPPS – If you enjoyed this post and want to pass it along to a friend, here’s a link you can share.

What Happened to Voicemail?

woman-wearing-beanie-with-cell-phoneMost sales people I talk with say they NEVER leave voice mail messages.

But here’s a question for you:

How many callbacks do you get if you DON’T leave a voicemail?

Answer:  Zero.

You CAN get your message across, despite voice mail roadblocks.

First of all, think of the person listening to your voice mail message.

Think about ways you can make your message not only interesting, but motivational.

True Fact:

You CAN motivate the listener to be curious or interested enough to want to return your call.

How?

Get their attention immediately – within the first 14 seconds, according to research by martechzone.com 

4 best attention-getting voicemail tactics

  1. Make your introductory statement short and to the point. See example below.
  2. Talk about something new.
  3. Explain how it benefits the listener.
  4. Use one or two positive power words with a time-sensitive message.

Example: Mortgage company employee calling a homeowner

“Hi [prospect’s name]. This is [sales rep’s name] calling from [name of mortgage company] at [sales rep’s telephone number].”

“I’m calling you tonight to alert you about some new refinancing options that are available for your mortgage loan. Our records show that we can save you several thousand dollars by lowering your interest rate and if you would like to learn more, please call us at [telephone number]. We don’t know how long this low rate will last, so please call me back as soon as possible. That’s [telephone number]. I look forward to talking with you soon.”

Why would this message prompt a call back?

Because the caller used a benefit statement for the listener with three Positive Power words: “new,” “your”and “alert.” And the message is time sensitive.

If you are brave enough to make an hour’s worth of phone calls for three days each week – with 50 to 80 percent going to voice mail – do this:

  • Give the prospect a good reason to call you back.
  • Make notes and keep track of all voice mail messages you leave.
  • Post your notes in a prominent place where you can easily see them.
  • Next to each name on your list, write the reason for the call, so you won’t be shocked and speechless when they DO return your call.

Do not be disappointed if you don’t get a call back the same day or the next day or the next. You will see a good reason to be patient on this page – based on my personal experience.

Related:

Why bother to leave a voicemail message?

and

Three reasons why it is important to leave a voicemail message

Thanks for reading – here’s wishing you a beautiful day!

-Ann

PS: Want help leaving effective voicemail messages and writing attention-getting emails?
Join my next e-Course!  Send me a message and I’ll get back to you ASAP (unless Hurricane Florence gets in the way!)

Her Secret to Success

woman-at-sunset-kicking-one-legLily is not a person who would be described  as a “typical” sales person.

(What is “typical,”anyway?  Dictionary.com defines typical as “a person regarded as reflecting or typifying a certain line of work.”)

Not that there is anything wrong with being a “typical sales person” who is professional and knowledgeable.  It is a pleasure working with professional – typical – sales people. 

Lily is both professional and knowledgeable; it’s just that she doesn’t come across as what most people think of as a person who is part of the sales profession.

She isn’t overly aggressive.  She IS assertive – in a friendly way.

(In the interest of privacy, you won’t see her last name or company name here.)

Attitude Matters

Though not immediately outgoing, Lily is a happy, positive person with a genuine interest in helping people.

And because of her positive attitude, prospects are drawn to her and they listen carefully to Lily when she is presenting demonstrations of products or describing facts and benefits on the telephone.

Another important reason prospects listen to her:  She truly believes the products and services she sells are the best available.

In her sales position, Lily is at the top of the chart nearly every month.

She wins cruises to beautiful islands and trips to expensive resorts.

Congratulations, Lily!

Her Secret to Success

In unique ways, Lily is a bit different from most of her co-workers.

How is she different?

Instead of using a direct close, like “would you like to place the order today?” Lily uses an open-ended question that asks for an opinion – not a decision.  It is what is known as a “trial close.”

(Note: Lily has recognized how her strengths and talents contribute to her success and I’m proud to have been a part of the process. She is a true star.)

Why is a trial close so successful?

Because it is an attempt to start getting commitment – before the completion of the selling process.

And it takes away the stress the prospect may be feeling because they are not being asked to make a decision at this point.

Exactly what the word implies, a trial close question is a test to see how near the prospect is to buying. And it may be used any time prior to the close.

Without the risk of a final “NO,” a trial close is like a report card that tells you how the prospect is reacting to your presentation.

Three Examples

1.)  “How does that sound, so far?”

2.) “What do you think?”

3.) “How do you think that would work for you?”

Important

After using a trial close question, listen carefully to the answer and you’ll know how to proceed.

Why a Trial Close Question Works Well

  • Lets you know where you stand
  • Clarifies what the prospect doesn’t understand
  • Takes the prospect’s temperature
  • You don’t risk a “no.”
  • A trial close asks for an opinion, NOT a decision
  • An opinion is much easier to give, than a decision
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    Are you looking for creative marketing and sales ideas?  My next one-to-one 4-week e-Course begins two weeks from Wednesday and there are just five spaces still available.
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    Interested?
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    Send me a message and I’ll get back to you as soon as possible because I would love to work with you and help you achieve your goals. And good news  . . .  BTA educational discounts apply for this course!
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    Here’s wishing you a beautiful day!
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    Ann