February 16, 2009
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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 see 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.
The Sales Buzz is a regular free newsletter that gets straight to the point, no padding out, just easy to pick up sales and career techniques for you to look at and see if they click with you.
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In this issue of The Sales Buzz
In this weeks issue there is a review of the sales training workbook, How to Overcome Sales Objections. It's written by a sales manager that bought the workbook training course and used it with his team.
It's important to you because it gives you an unbiased opinion that will help you decide if the sales objection course is right for you. Learn more about How to Handle Sales Objections and close more sales
The most important line in a sales appointment call
What's the most important line in a call to make a sales appointment with a potential customer?
If you get this question wrong you could be missing out on a lot of potential selling opportunities. See if you were right and learn how to get more sales appointments and make more sales.
An important review of sales training on objection handling
Now is your chance to see if sales objection training will benefit you.
A working sales manager recently sent in a revue of the sales training workbook How to Overcome Sales Objections. Read this unbiased opinion and see what he has to say about the training.
What’s good, what works, what didn’t work for him and his team. If you’re thinking of getting some help to increase your sales ...and your earnings... by overcoming more sales objections, you should read this revue before you make your choice.
Sales Objections
The sales objection process is neat and easy to follow. It starts with the process outlined on the sales objections page of the website. There are no fancy techniques, and even the least experienced of my sales team could understand the training.
The exercise program is superb, and in my opinion is the most important feature of the workbook. Each stage of the sales objection handling process is supported by the exercise program. This gave me, and each person, the chance to check they understood the training.
It also works well towards the sales objection course objective of people using their own words not scripted replies.
You do get the feeling that open the page and read this important review
Proven Cold Calling Techniques
What can you say to grab the prospect’s attention and motivate them to listen to you?
That first minute of the appointment call is the most important. That’s when the prospect decides if they are going to listen to the rest of the call.
So what are you going to say in that first minute to influence them to listen to what you have to offer? You want effective cold calling techniques and a stunning introduction that grabs their attention and keeps them interested.
If you do, you have a chance of getting past the introduction stage of the call and possibly getting a sales appointment.
If you don’t you’re just another sales call and the potential buyer sees what they are doing as more important than talking to you.
Unless you can get in front of buyers, you can’t use your sales skills to close deals and gain the rewards. I’ve seen many good sales people struggle in their role because they didn’t invest in learning great cold calling techniques. They couldn’t make enough sales appointments to allow them to achieve sales targets.
The introduction stage of your appointment setting call must contain brief information about you, your company, and the reason for your call. Just enough to give the prospect the information they need,
…and make them want to hear more…
And not so much that they lose interest or become bored. It must be about them, the customer. It must be about what they can gain, what’s in it for them.
…Don’t make the big mistake of talking about you or your product…it’s about what you or your product can do for them…
This is the one line that you must get right.
When deciding on your reason for calling, take the prospect’s viewpoint. What reason will be a benefit from their perspective?
The one line you should not use
Do not use, being in their area as a reason for calling to make a sales appointment. This implies the prospect, or your product, are not valued highly enough for you to travel any distance. It’s used by call centers and doesn’t get the desired response.
People are used to hearing it, both in business and in their home when bombarded by sales calls. Make yourself different. Stand out from the usual dross of tired sounding call center repetitive dialing.
What new products do you have?
Are there new services you can now offer?
Is there a new package that meets a new need?
What about updates, or changes, at your company that will benefit customers.
What about you? Are you new to the company or the area? What can that mean for the customer?
One of the best reasons for calling to make a sales appointment is, because you have a referral from another happy customer. This type of sales appointment call can be as warm as an incoming lead. You are starting the relationship from a good positive position. And you have a really good reason for calling.
What’s your reason for calling to make an appointment?
How are you going to decide on your reason for calling a potential customer to make a sales appointment?
A great selling technique, that my sales team use regularly, is to ask our existing customers what they think are the strongest benefits they gain from doing business with us. These are real benefits as perceived by real existing customers. You can use them to great effect on telephone calls to make sales appointments.
You can even use the line, ‘Some of our existing customers have said…'
Consider these other ideas:
Saving money for your customers, or giving them greater value compared to what they have now.
Increased performance or less use of resources
A better service
Build their prestige or image
Improved safety or security
Put yourself in the customer’s chair. Imagine the phone is about to ring. What would you need to hear from a sales person for you to agree to a sales appointment with them?
The above is one small part of the Introduction stage of a sales appointment call. When your sales results …and your income… rely on getting you in front of potential buyers, every word counts. Every phrase must have a purpose and work for you.
See how to pay as much attention to the rest of your call as you have to your reason for calling by opening Appointmnet Setting section of the website.
Sales language and NLP sales techniques
What to add to your sales presentations and meetings with buyers.
What not to say, how to avoid common mistakes.
Using your voice and tone to influence buyers
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
To make sure you don't miss out on all the right updates for you get the sales training Blog and you're in control of when you read the latest additions to the site.
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.
Stephen Craine
Sales-Training-Sales-Tips