Showing posts from October, 2020

Which of these 85 most common sales stopping objections do you get?

Here is the full list of the 85 most common sales stopping and stalling objections. They are categorized by the missing Buyer Beliefs that cause them (see previous blog). What I think you’ll find is that you only get objections in three or four categories. That means you only need to work out how to Prevent, Preempt, and Respond to a couple in those categories to handle all the objections in those categories. You don’t need a whole new sales model, just patch the holes where the objections are leaking in. In our upcoming blogs we'll discuss how to Prevent, Preempt, and Respond to each and every one of them. Category 1: Need Exists When a buyer does not believe a Need Exists, then the following objections occur, spoken or not. 1. Not interested. 2. Already have someone. 3. We are satisfied with whom we have now. 4. Don't need it. 5. We do it internally with our own people. 6. I can't use anymore ________. Category 2 & 3: Responsibility or Authority Whe

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 Beliefs cause 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 n

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 f

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