A Simple Way to Answer Objections

The simplest techniques can be so effective. Today tele-sales expert Art Sobczak shares the easiest tip to help you respond to an objection - it will leave you saying, "Why didn't I think of that?"

I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction regarding what he said. The sales rep responded, "What was that again?"

The prospect then hemmed and hawwed a bit, continued talking, and actually admitted that he probably could go with the caller's proposal. Brilliant. So what happened here?

If you have a strong belief about something, chances are you're able to explain why, with conviction.

On the other hand, if someone says something that is not completely truthful, or something they don't believe strongly in, they will hesitate, hem and haw or exhibit other nervous behavior when questioned. The same is true if they don't have reasons for their beliefs.

Likewise, some prospects may not be clear in their expression of objections, or they might throw out some objections as stalling techniques. To clarify the situation, ask them to repeat, or explain their statement.

For example, "Mr. Davis, I'm not sure I fully understood what you just said. Will you please repeat that for me?"

"Or, "Pat, I heard what you said, but I'm not following the reasoning. Would you mind explaining it for me?"

"I'm not following. Could you explain?"

If their objection is truly a legitimate one, their explanation will provide you with information which will help you address it.

If, on the other hand, they are just stalling, your question will help to smoke out the real objection. Either way, you win!

Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing rejection. To get FREE weekly emailed TelE-Sales Tips visit: www.BusinessByPhone.com

5 Ways to Handle the "No Budget" Objection

With the economy the way it is, I wouldn't be surprised if you're hearing "We don't have the budget" much more often than usual. That being said, companies are still buying - they're just being very cautious about it. Sales trainer Mike Brooks has some excellent ideas on how to sidestep the budget issue when calling on a prospect, instead focusing on finding out if there is a need. Go one step at a time, and you'll be able to make sales, even in a tough economy.

Here are Brooks' five proven ways of dealing with this objection that you can begin using today to break through your prospect's resistance and earn the right to present your product or service:

1. "I understand. I'm not calling to sell you anything today, that's not what this call is about. I'm simply calling to see if my company is a fit for what you're doing over there, and if we are, then to provide you with our information as a resource for the future for when you do have the budget.

"Now let me ask you..." (Start a dialogue and ask qualifying questions to see how you can help them, and watch their resistance come down and their buying signals come out!)

2. "________, that's exactly why I'm calling you. You see we work with (their kind of company) all the time and our solution actually saves you money over time. That's why so many companies invest a portion of their budgets into our (your product or service). But before we even talk about that, it's important to see if this can help you, too. I just have a couple of quick questions..." (ask a couple of qualifying questions now...)

3. "I know exactly what you mean, things are tough all over. Let me ask you this: Where do you normally get the budget from when an unexpected expense comes up?"

4. "That's perfectly OK. I don't expect you to even consider spending money on something you know nothing about, and that's why I’m here. Let me ask you a couple of quick questions, and if there is a fit between our companies, then you can determine if it makes sense to learn more about how our (your product or service) can help you (save money, make more money, save time which is money, etc.). Now..."

5. "_________, if you're like most of my clients right now, you're going to be extremely cautious regarding any money you spend, so I totally understand. Let's not talk about budget until we determine if our (your product or service) even makes sense for you. Let me ask you this..." (ask a qualifying question to determine if it even makes sense to keep talking to them)

Mike Brooks, Mr. Inside Sales, offers free closing Scripts, and a free audio program designed to help you double your income selling over the phone. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. Learn more at http://www.mrinsidesales.com/

Why Should I Buy from You?

It's early in the sales process when your prospect bluntly asks, "Why should I buy from you?" While this situation can be enough to leave many sales reps shaking in their boots, rattling off company facts, or simply running for the door, sales trainer Colleen Stanley suggests you simply say, "I don't know."

It sounds crazy, but read on to see how 'fessing up can land you the sale.

"If the prospect asks this question early in the sales process before you've had time to ask questions, tell the prospect you really don't know why they should buy from your company because you haven't had time to diagnose what's working, not working, and if the problem(s) are big enough to fix," says Stanley. "Get permission to continue asking questions to determine if there is a good reason, for both parties, to do business."

Colleen Stanley is president of SalesLeadership, Inc., a business development consulting firm specializing in sales and sales management training. The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, and hiring/selection. Learn more at www.salesleadershipdevelopment.com

Prepare for Objections - and Close the Sale!

Although no one wants to go in to a sales meeting expecting objections, this mindset is actually the best way to close the sale. Preparing a thoughtful response to any and all objections will help you to confidently guide your prospect toward making the deal. Sales trainer and author Alan Rigg has set up a system for overcoming objections - start it with your sales team, and see how it helps everyone involved.

BRAINSTORM objections - Sit down with your sales manager and the other members of your sales team and do some brainstorming. Write down every objection that any of you can remember, then work together to develop an effective response for each objection.

DOCUMENT objections and responses - Put the results of your brainstorming session into a document and make it a "living document" (which means the document should receive frequent updates over time). When any of your company's salespeople hear an objection that is not listed in the document, add it to the document. Bring up these new objections in your sales meetings, discuss the best way(s) to respond to the objections, then add the responses to the document as well.

PRACTICE responding to objections - You and your fellow sales team members should hold each other ACCOUNTABLE for learning EVERY objection and how to respond to the objection effectively. Get in the habit of giving each other "pop quizzes" where you spontaneously suggest objections to each other and practice providing effective responses to the objections. Over time you will learn how to respond to each objection in a manner that is comfortable and natural for you. You will also learn where the gaps are in your sales opportunity qualification processes that cause prospects to raise objections in the first place!

PROACTIVELY address objections - If one or more objections come up frequently when you and your fellow salespeople work with prospects, figure out how to proactively address these objections during your sales calls. In other words, you should bring up the objections yourselves and respond to them rather than waiting for your prospects to raise them.

Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Sales Team Performance: A Step-By-Step Guide to Building and Managing Top-Performing Sales Teams. His 80/20 Selling System helps business owners, executives, and managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% of sales. For more information, visit www.8020salesperformance.com

Are you falling for objections?

"Think of objections as simply requests for more information," advises sales trainer Dr. John Brennan. "In other words, when the customer objects, he or she is simply asking, 'How do I justify this money?' 'How is this better than your competitor's product?' 'How have your other customers dealt with their price concerns?' 'Why should I buy the product from you, and not from your competitor?'"

Lady SalesDog couldn't agree more since this is a key part of her buying process: asking the salesperson questions to gather the information to logically justify the purchase.

So, take a cue from Brennan the next time you hear an "objection." Remember, it's just your customer's way of getting more information to make a buying decision.

Dr. John Brennan is president of Interpersonal Development LLC, a training and development firm. Visit John's website at http://www.interpersonaldevelopment.com.