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As the recession bites we share sales objection techniques that will give you the edge. Browse around the Sales Training. See which ones grabs your interest. Try them out and add them to your other sales skills.

Not all selling techniques suit everyone.Sometimes you just have to se which ones will give you the edge. As always our aim is to give you ways to:

Make more money from sales

Develop your career

Enjoy selling

And, build a fantastic lifestyle for yourself because you have been willing to take action and increase your sales career skills.

All the sales training and sales tips you see here have been developed and proven by working sales people. I'm a working sales manager and the sales teams I manage and train depend on these selling techniques to make a good living, gain real job security, and enjoy selling.

No classroom techniques

No marketing hype or false promises

And no acronyms or complicated sales techniques that don't work.

If you want to achieve the best lifestyle you can, by getting the best return on your time at work, you're in the right place.

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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.

In the last two issues we have looked at a great idea being developed in partnership with a hypnotherapist. If you missed the last issues and want to catch up open The Sales Buzz back issues.

In this weeks issue there is a great selection of techniques to overcome sales objections. Pick and choose, browse and click, and find your perfect ideas on How to Handle Sales Objections

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

Take a look at what started it all and see if you agree that sales training doesn't work.

Sales Objections techniques for you to click around and try out.

One way to overcome sales objections is to pre-empt them, and innoculate your sale against expected sales objections.

The buyer objects to the price as a bargaining tool

The sales objection to price can be a bargaining tool used by the buyer. Sometimes it is a natural way of seeing if they are getting the best deal. Other times it comes from a belief that all sales people will try and charge the highest price because they are rewarded for it.

Sound definite

One way to help prevent this sales objection from happening is to make sure you sound definite when stating the price. Make sure you don’t give any verbal, or non-verbal, signals that lead the buyer to think there may be some room for negotiation on the price.

Beware of those poker tells

A common give away, ...or Tell, if you're a poker player.. is touching your face when you state the price. Rubbing your cheek, stroking the side of your face, and scratching your chin or beard, are all signs that what you are saying may not be totally true.

Use an official price list

Use a written price list that looks really official. You are saying, this is the company pricelist, and I can't deviate from it.

It makes any discount look a lot more generous

If the buyer pushes for a discount, and you are prepared to give one to them, you want something back in return. The more definite you make it appear that you don’t negotiate, or can't give discounts, the more you can ask back in return when you do agree to a lower price.

...In return for a discount you could ask for the sale today...

Let's take the sales objection of, I can't afford it, as an example.

This sales objection usually has one of two possible real meanings.

1.They really don’t have the money required to agree the sale.

2.They have the money but are going to spend it on something else.

If they haven’t got the money to make the purchase there are still some options open to you. You can look at all the possible ways of buying the product that are open to the buyer. There may be a way around the objection if it’s a real objection, and all that’s stopping the sale.

When they have the money but it's budgeted elswhere

When a buyer has the resources but doesn’t want to spend it on your product, it can be because the money is going to be spent on something else.

This happens when the buyer sees alternative uses for the money as more important to them than your product. To overcome this objection you have to build the value of your product from the buyer’s perspective. You combine this with creating an emotional need for the product based on the benefits the product can give to the buyer.

Making a product important compared to other planned spending isn’t difficult.

How many times have you bought something you couldn’t afford?

You had the money or you couldn’t have bought it. So what really happened is you spent the rent. Or the mortgage money, or the housekeeping, or whatever else. You did it because the product became more urgent or important than paying the bills, and this led you into an emotional buying state.

You build importance and add value by targeting three areas of the buyer's need.

1.Safety and security.

The buyer must have your product to make them safe. To insure them against a disaster. To maintain their health and well being.

2.Make or save money

Your product will save them money or supply a benefit with that can be measured financially. It could promise to make them money. We have all bought something that promised us that haven’t we?

3.Prestige and feel good factor

Feeling good about ourselves, looking great, attracting a partner, admiration, social standing and even the promise of sex. The reasons behind fashion, trends, fads, and a great motivator for people to spend the rent money on things they really can’t afford.

Now use Future Pacing to overcome this sales objection

In the last newsletter we discussed Future Pacing. A sales objection technique developed from techniques used by therapist to change behaviours. ...You can see the similarity..selling is influencing..

Future Pacing, an NLP technique, takes the customer into the future to see the outcome of their choices. You can use a negative future to move them away from the choices and beliefs that are behind their objection.

And a positive story of the future to show them the benefits of buying your product. The benefits they could have, related to them by building mentalpictures verbally.

Try out Future Pacing for your product

Choose a product that you sell.

List all the benefits a buyer could gain from your product.

Now tell a story moving forward in time from the point where the customer buys the product.

Talk them through the benefits, and relate it to them. Personalize it. Make it about them and their life wth your product.

Use words that create a visual picture in the buyer's mind.

Link the picyutres to how they will feel when they have bought teh product and are getting the benefits.

Want some help

Future Pacing uses the benefits and features of your product. Just the same as when you are giving your sales presentation. To get some more oideas on presenting sales benefits and features open Sales Presentaton Tips in a new window.

On the sales training website you can send in your own articles and have them published on the Internet. You get your own page, and we send you a link so you can show freinds and colleagues ..and maybe potential employers.. your published work.

A recent article, sent in by a visitor to the website gives a great description of the Feel Felt Found sales objection technique.

See what you think. Leave a comment, write your own article on any sales related subject and send it in.

Feel Felt Found is a way to handle sales objections that has been around a while and stood the test of time. It’s a great way to handle those quick little sales objections that are based on the customer’s reactive feelings to a product.

Feel Felt Found has worked for me in showroom sales to the public for many years. Give it a try, it’s really fast to learn and you can start using it straight away.

You understand how they FEEL

Empathize with the customer. Tell them that you can understand how they feel as they raise their sales objection.

You do not want to challenge them, or push against the objection. You are letting them know that... click here and read the rest of this great sales objection technique

An article sent in this week from the USA gives an opinion on the effectiveness of sales training.

What do you think? Does sales Training work?

Has it worked for you or have you to seen sales training budgets wasted. Read the article below and then give us your comments.

Sales training does not work. Millions of dollars are wasted every year on sales courses that don't generate any extra sales. Corporate giants and small start ups spend massive budgets on bringing in outside training companies and get no return on their investment.

After a sales training course you might witness a small increase to your sales force results. But it is usually short lived, and due to an increase in motivation, which is a by product of sales training.

I have never seen a salesman, or woman, sell more for any length of time, after attending a sales training course.

You can't instill a lasting change of any significance by sending someone on a short course to learn sales skills.

I have seen it many times in my sales career at different companies. A new training provider comes in, presents the training, picks up their check, and leaves. A small increase in sales then back to where things were before the training. Next year another company and round we go again.

Salesmen get distracted with the day to day problems we all face. The new sales methods they were shown get forgotten, and they go back to the same old ways of selling that they have always used.

Yet they keep doing it. Big organisations, and small companies, spending their money on training courses. Many external training providers don't understand your industry, or your potential buyers. How can they train your sales force?

Sales training has to be backed up and supported by follow up coaching and supportive management, to have any effect. But how often do you see managers being sent on a course that is aimed at directly supporting the sales staff when they have attended their training course.

The people I see becoming successful are the ones that keep on investing in their own skills, they are motivated and want to acheive better results and improve their lot in life.

To become successful you must build sales skills that work. You do this by looking for ideas that others have used and using them yourself.

All you big spenders wasting your money, stop! Spend it on something useful that will contribute to the business.

Sales training is an ongoing process that has to be provided in small chunks, and supported in the field.

Add your comments 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. get yourself published as other like you already have at learn sales skills get published on the net.

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...

You can write your page, or jsut leave a comment at learn sales skills and have your say on the net.

More great sales training techniques sent in by visitors to the website.

Sales people are now seeing the benefits of having their ideas, techniques, and comments, published on the website.

Whether it's a way of showing off skills to freinds and potential employers. Getting you or your products and services shown to the many visitors to the site. Or, simply the satisfaction of sending in a pge good enough to get published on the site. There's many reasons to contribute at learn sales skills and have your say on the net.

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.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

Easy to learn sales skills
Short and to the point
Simple to put into action

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The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.

Wishing you the very best with your sales career.