Overcoming Sales Objections
Categories Of Buyer Resistence
Friday, February 27th, 2009Leslie’s Guest Sales Expert Spot
It is not enough to know whether people are for or against you and your ideas and proposals. The people you want to influence can be divided into nine categories
Those who:
• Covertly disagree
• Openly disagree
• Comply – reluctantly
• Remain undecided
• Have insufficient information
• Are not able to see a need
• Need to think it over
• Consider it the wrong [...]
Why Buyers Resist & Object
Wednesday, February 25th, 2009Leslie’s Guest Sales Expert Spot
To handle resistance to your ideas and influence, you will first need to pinpoint exactly why there is an objection. Typically, people object or resist because they:
• Don’t fully understand your proposal
• Misunderstand it
• Don’t feel a need to go ahead
• Don’t recognise the benefits and advantages
• Don’t believe your claims
• Are happy to remain as they [...]
How to Overturn the “We have that settled” Objection
Friday, December 19th, 2008QUESTION
One of the things I’ve encountered in dealing with the executive, the gatekeeper, is that they will tell you, “We’re all set in that area.” How do you get past that if you’re talking about document management and selling copiers?
ANSWER
You need to redirect the conversation.
Here are some words for you to use, “Fine, but I’m not calling about [...]
Why Am I Hearing “Not Interested”?
Wednesday, December 17th, 2008QUESTION
“Im starting a type of sales that is new and foreign to me. This is the first time i’ve tried to sell a service by cold calling. Ive learned to get past the gate keeper, get the decision maker on the phone, but all i’m getting is not interested. Any advice would really be appreciated [...]
When Cold Calling, Get Your Signals Straight
Wednesday, October 15th, 2008Luke, my husband, and I are taking a “Love and Respect” marriage class. Don’t mind telling you we are having a blast and learning a good number of things along the way!
The instructor points out that men and women can hear the same words, yet mean entirely different things. Because, women speak pink. Men speak [...]
Cold Calling: Why you hear the words, “not interested”
Friday, September 12th, 2008Things are going crazy-good with all sorts of activity this Fall.
a. The “Forbes” panel on the left side of the blog is there because Forbes invited us into the fold as a member of their community of Bloggers. I am tickled and thankful for their gracious invitation.
b. I’ve been asked to have our materials translated into Spanish. Seems [...]
Cold Calling: How to answer, “What is this in regards to?”
Wednesday, September 10th, 2008QUESTION OF THE WEEK
“When I ask to speak to the owner of the company, the gatekeeper asks in some form or another, ‘What is this in regards to?’ My question is how do you answer that question?”
ANSWER
Just answer the question. Let the gatekeeper know that you are calling for an appointment and the purpose of [...]