Showing posts from October, 2020

Missing "Buyer Beliefs" cause the objections you get

This is the beginning of a special blog series based on the bestselling book, Objection Free Selling, in which we will explore how to Prevent, Preempt, and Respond to every sales objection you get. We'll start by demonstrating that missing Buyer Beliefscause the objections you get and go on to discuss each of these beliefs. This is a very different approach and is one of the reasons why the book is now 43 months on the bestsellers lists.First, let's define objections as legitimate criticisms about your products, services, company, and self, based on what the prospect currently knows. With this definition, it means that prospects can make “new favorable decisions” once they get new or redefined information that answers the “criticisms.” Let's begin with an excerpt from the book.Your competitors’ strengths trigger objections. Industry concerns, company reputation, and other issues specific to what you sell can trigger objections.
Unanswerable objections are those with no dire…

Effective Voicemail Messaging

Whenever you call any prospective customer, you must be prepared to leave a high-impact 30 to 90-second high impact call returning message. Stammering, at this point, will not elicit a return call. Be ready.If your name is difficult to pronounce, use some memory devices such as rhyming. Please don’t put your prospects in an embarrassing position of not knowing how to pronounce your name when they call back. Use the same strategy with your company name.Include your phone number at the beginning of the message. That way, the prospect won’t have to listen to the message again if they want to call. Say this introduction slowly. Give your reason for the call using your elevator speech (see the previous blog). Be sure to use your big-bang Unique Selling Point’s benefit as a motivator to get them to call you back.Close the message with a request for a call back in a specific time range.Tell the person if you miss each other, you will follow up at a specified time. Always be in charge of foll…

Elevator Speech

Sell yourself in 15-seconds or less
An elevator speech is a brief introduction of who you are and what you do to provide key unique benefits to your target audience. It's called an elevator speech or pitch because it's short enough to be given during a quick elevator ride. The principles are the same whether you're delivering it in-person or on the phone.You'll use the elevator speech when you learn how to warm up a cold call using voicemail in our next blog.To demonstrate the flexibility of how you can construct an elevator speech, in this example, we'll put the request for help at the end of the speech so that you can not only develop a coach but also engage, qualify, and ask for a referral to advance the sale if that's what is needed at this time.Note that it sometimes is better to open the speech with, "I wonder if you could help me please?" This is one of the most potent "coach-building" questions you can use. People like to help. It'…