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In this issue of The Sales Buzz

The Sales Buzz and the Sales-Training-Sales-Tips website give you selling techniques and objection handling skills that I have tried and proven with my working sales teams.

I'm currently working with a clinical hypnotherapist and using my experience of NLP, and sales training, to develop some fantastic new ideas on sales objection techniques.

In this weeks issue there are practical examples of how to put tis great objection handling technique into action and close more sale.

Join in the great debate

There is a great sales debate going on and you are invited to join in and tell us what you think...

Read through to the bottom of the page and see how you can get yourself known by getting your opinions published on the web.

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Overcoming sales objections with NLP Future Pacing techniques

How to put this great sales objection handling technique into action

Have you ever thought of storytelling as a sales objections skill?

Think about the last great story you read, heard, or saw on a screen. A story that kept you focused. Where features in the story are brought to life because they involve all your senses. The story teller or director took hold of your consciousness and put it into another state. A state where you were engrossed as the plot unfolds in front of you.

Using Future Pacing as a sales objection technique is a lot like story telling. To put this really effective objection handling technique into action you are going to use story telling skills to capture the attention of your prospect.

Have you read last week’s issue of The Sales Buzz? This is the 2nd and final part of, Overcoming Sales Objections with NLP Future Pacing techniques. If you missed Part 1 and want to read it first, open The Sales Buzz Issue 11 and start from the beginning.

The Story so far

Last week we discussed how one reason we get objections is because the buyer sees the possible consequences of buying. We said, the consequences they see may not be real, they can be based on false evidence or past experience, which is not relevant to this sale.

But if it appears real in the buyer’s internal pictures and words then it will cause sales objections. Now we are going to use NLP Future pacing to overcome these objections that are based in the buyer’s mind, and on their made up map of reality.

The customer already has one possible story in their mind. It is their vision of the predicted consequences of buying from you. When you can change that vision you overcome the objection it causes.

This objection technique works by using two actions.

The first is to show the customer a negative possible future related to their objection or reason for not buying. The second is to show the customer a positive future related to them buying the product from you.

...The sales skills used here are also excellent for when you are presenting the benefits of your products on your sales pitch ...The better you become at this the fewer objections you will get ...Because your presentations will be that much more influential...

Tell the buyer a negative future that shows them the consequences of not buying from you. Relate it to their objection if you can. This is not an epic novel, just a short story that changes their viewpoint.

Example:

A salesman that sells overalls on a rental and cleaning contract comes up against an objection. The prospect tells him he can get a much cheaper price from another supplier.

First action

The salesman lists all the costs that are involved when his company services a customer. He’s honest with the customer. He shows them the cost of buying the overalls. Transport and manpower costs. The price of the washing process, and the account administration.

Then he compares that to the price his company charge and the buyer can see there is a reasonable percentage profit in the price.

To get the buyer thinking about the negative consequences of not buying, or going with their price objection, the salesman now does the same for the competition. He explains that the other supplier gets their overalls from the same manufacturer. They pay the same price for transport, and their washing process is similar. So how can they do it at a lower price?

The story now gets negative. The salesman gives examples of his version of the consequences of buying from the competition. Prices increased after a few months on this low introductory offer. If the price stays the same would there be cuts in service levels, or quality of the washed garments.

Second Action

Now the salesman paints a picture of a positive future if the buyer signs with him. He relates it to all the benefits he found when he questioned the buyer about his needs earlier in the call. He gains agreement that he can meet the needs of the buyer, and works towards a close.

This is a simplified example just to show the theory behind the technique. There is a lot that can be added to this basic model. There are many ways to add storytelling skills to make the two futures have more effect.

When you relate the negative and future consequences to the needs highlighted by the buyer, and use benefits to the customer to support your story, the sales objection technique becomes even better.

...and in the next issue of The Sales Buzz that’s exactly what we are going to do.

My sales teams are currently working with this sales objection technique. The results so far are looking very good. There are some types of objection that it works very well to overcome.

What I am seeing is the great potential for adding more of the sales team’s existing selling skills to the basic structure of the objection techniques. This means experienced sales people can do even better when they use it.

There’s a big important debate going on at Does Sales Training Work? There are already some great viewpoints being given, add yours and get yourself known as a sales professional with an opinion.

What do you think?

Does sales training work?

Has it worked for you or your team?

Tell us about your experience of sales training and the results.

The sales world is changing, is sales training changing with it?

Think back to when you first started in sales. If it’s more than 5 years ago then you’ve seen some changes to how you sell. Just look at the impact the Internet has had. In every aspect of selling there are new sales practices. From prospecting and marketing, through the sales cycle of making an appointment, to closing the sale. The sales role is constantly evolving and developing.

Has sales training kept up with this evolution?

There are some people that have said they have seen massive budgets wasted on sales training that has all been forgotten after the trainer has left.

There are others that tell us of the need for good sales skills, and the success of sales training Now you can add your comments.

You can add a comment to the pages already written and tell us what you think.

Or, you can write your own page. If it’s accepted you will have your own page published on the website. If you want, we’ll credit you with the page, or you can remain anonymous. Many people are using this as a way to get themselves known as a sales professional.

When your page is accepted we will send you the link to your published page. You can forward this to friends, colleagues, let your family see it. Who knows where your published work could lead, and who might see it. As long as it’s in context, and not a blatant advert, you can mention your company and what you do.

...You can even send it to potential employers ...Think what an edge that will give you in an interview...

There’s no limit to the number of pages you can have. You can become a regular contributor and build up your own following.

..That’s how I started on the web and now ... A full website and regular high numbers of visitors... Go to The Big Debate on Sales Training and give us your opinion.

For some time now I've been working with a clinical hypnotherapist to see what we in sales can gain.

As you have seen from the last two issues we are working on a technique called Future Pacing that's used in therapy and adapting it for sales training.

In the next edition of The Sales Buzz we'll look at what you can add to the sales objection handling techniques to make them even more effective

In the mean time....

Join in the great debate about sales training at Does Sales Training Work?

And consider what you canwrite about sales training, selling skills, ad any aspect of the sales role, to get yourself published on the website. ...and get your own link to send to others and show your page...

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

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Simple to put into action

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Wishing you the very best with your sales career.