What is qualifying and how do you do it? Isn’t it just asking questions? Here is a step by step qualifying process.

Step one

Find out the clients Why? This is so important. The customer will have a logical and emotional why. You need to find out what they are. A logical why would be increased profits, whereas an emotional why would be to make me look good in front of the boss.

Step Two

Write down the perfect questions from your industry (see below).

Step three

Memorise these questions. They should be general to start with and then become specific. You should never be short of a question to ask.

Step four

Ask permission before you ask the question. Say something like, “Just a couple of quick question, so I don’t waste your time”, or “Just a couple of quick questions so I can better serve you”.
Remember that you care, you are trustworthy and you have the prospect’s best interests at heart.

Some example questions

Here are some great questions for you to tailor to your own industry and memorise, especially if they have used a similar product or service in the past:
“What did you like and dislike about xyz?”
“What would you change or improve with your current supplier?”
“What’s your biggest headache with xyz?”
“What’s your ultimate objective around xyz?”
“What would be your ideal program or xyz?”
“Of all the factors, what’s the most important to you?”
“Have I asked about every detail that’s important to you?”

Remember – keep you powder dry. With the answers you get here, it’s so tempting when you know your product or service is a fit for the prospect, to jump in like an eager puppy, eager to please. Don’t jump in yet. This is so important and will turn you from an average to master salesperson overnight.
Bite your lip; do not jump in with your solutions just yet. You want the prospect to feel the pain of his current situation, so he gets everything off his chest. What you are trying to do here is identify his emotional wants and logical needs whilst simultaneously gaining rapport.

Specific Questions

Now you can get to the specific questions, whilst remember to use tonality. This is where memorising and rehearsing the questions come in to play. You can use your body to help you get tonality if you are selling on the phone. To sound concerned, you can put on a concerned expression for instance.
Then you ask the all-important question:
“How long have you been thinking about getting <your product or service>?”

YOU THEN DO NOT SPEAK.

Out of all this qualifying, it comes down to two things:
The product or service is right for your prospect.

IF NOT END THE CONVERSATION.

You do not serve your prospect or yourself by trying to sell something someone doesn’t need.
Your prospect can afford your product or service. AGAIN IF NOT END THE CONVERSATION.
(If he feels all is useless all the better. It’s just like when you take your old car to the garage and the mechanic rubs his chin, sucking air through his teeth. You feel broken, just like your wreck of a motor. He tells you how it’s so hard to get the parts and how you should scrap your car. Then just when you are about to start crying he says well I guess we might be able to do something. It’s a little ray of hope. You are now practically begging. Yes, he says more confidently we can fix it – but it will cost you. You don’t care as you give him your car keys.)

The Presentation

Back to presentation –
As we stated before, you state your transition statement, which is worth repeating again:
“Based on this, from what you have just told me, this should be a perfect fit for you”.
Now you are in to your presentation and you are going to be anticipating your first NO. When that no comes you act as if you are expecting it (because you are). You perk up and you run your first pattern.

THE PATTERN

The product is the best thing since sliced bread.
Usually the first objection will be price. First, you deflect the objection, to handle later on in your own time. Say” I hear what you are saying, but does the product make sense to you? Do you like the idea?”
He might then say, “Yes it sounds good…” Then you loop back and resell the product. “The true beauty of the program is…”.”So you see what I’m saying?”

Mastering the art of asking questions.

Here are some example questions that Jordon Belfort uses in his telephone questioning:
“So how long have you been thinking about becoming a trader?”
Ans. – About 2-3 years.

“Are you looking to trade full time or part-time?”
I’ve got a couple of free hours in the evening.

“What kind of work are you doing?”
I’m just working in a factory, about 40 hours a week.

“And hours it going for you?”
Ahh its pretty good, I try to get away when I can (ramble ramble ramble, we are getting of track here.)

“Oh, that sounds great, I’d love to do that, so are you looking to supplement your income or are you looking to go full time after you make tonnes of money on it?” (This is future pacing and implies a guarantee).
Well I’m just going to do part time.

“Are you currently invested in the market now, any stocks, bonds or mutual funds? (No big deal tonality)?
Yeah I’ve just got a few things invested.

(Here’s a sensitive way to ask if you have enough money to invest):-
“And just for suitability purposes, how would you way your picture is right now? Are you in good shape now or are you struggling? (Use empathy tonality).
Well I’m ok, just paying the bills (or) well really badly actually.
(Match their tonality plus one level of optimism/ enthusiasm) “Ok – I totally understand, that’s exactly why I rang. How much money are you looking to spend? Just a ballpark? Have you got the funds right now, or do you have to raise them?

Prospects Answer
“Ok great, now let me say this, based on what you have just told me, this is the perfect fit for you”.
Before using scripts, always remember the following:
Tailor the question for your prospects industry.
Practise the scripts in the mirror.
Even better would be to practise on real people.

The post The Art of Qualifying, asking the right questions appeared first on Mike Holden Sales.

Now this is the meat of the matter. When we are talking about how to motivate your customers into action, we mean buying. And buying is the main goal of every sales deal. It is what every salesperson aims to get. The million-dollar question comes into surface: How then, can you make a customer buy?
After going through the steps listed in this book, you should have learned about product presentation, quality, appeal, customer’s objections, and the salesperson qualities. All these are taught with only one intention – that you successfully get into your customers’ heads and goad them into action.

Selling as Psychology

Selling is a very psychological thing. A good product won’t necessarily sell without an equally good salesperson behind it. Try it. Let’s do some role-playing. Get your products on the frontline and act not as an enthusiastic salesperson but as an indifferent vendor. Act like somebody who gets paid by the hour without commissions. That means you will get your salary after working hours no matter how few or how many items you have sold. See if you are going to achieve your day’s goal.

Now act like a very aggressive salesperson and take what you think is your worst product. Maybe for research, you can even select a brand or a commodity that you think is a big junk. Sell it passionately, following everything taught in this report. See if you had sold more products acting like this compared to when you are acting like the uninterested salesperson.

This is the first point you have to know. Selling is not entirely about your product. Your product won’t sell on its own. That is the very reason why your boss hired you in the first place. He knows it. You should know it too. Be reminded of this one thing: Before you can sell anything, you have to sell yourself first. This is why you are taught the qualities of a good salesperson earlier. The moment you speak to your customer about your product is the moment your customer maybe doing his best trying to trust you. If he finds that very hard to do, you are in big trouble.

Impulsivity

The second point: Not all customers buy impulsively. You might be lucky to meet more than one compulsive customer in a day. So don’t gripe if the customer lets you talk for five whole hours only to leave the store without making a single purchase. This happens; and it does quite often, actually. So you have to know your plan of attack each time you face your customer. If he is a new customer, don’t come on too strong. Again, customers do not like to be pushed around and feel ensnared.

Keep them Interested

The third point: Keep your customer interested. Getting your customer’s attention is not enough. You have to keep the water flowing, so to speak. You have to capture their interest and sustain it. But do it in such a way that it doesn’t look as though you are going to some extreme heights just to sell to them. Customers know when you are making conversation and when you are making a sales pitch for them to buy. It is your job to keep them interested. And when their interest is at its peak, move in to close the deal. That should be the time when they are more than willing to take out their wallets right then and make the purchase.

Your Intentions

The last and main point: Let your customer know your intentions. Make it clear to them that you wanted them to buy your product, get an insurance plan, to sign up for a loan, to purchase a warranty card, or anything else you might want them to do. Calling them to action is not enough. They have to know what the real action is, what they are supposed to do. And be prepared for that. Don’t be too engrossed in your sales pitch that you are forgetting little details (like the customer has to have several identification cards to go with the purchase or other trivial things like that). Assess your customer while you are talking to them. Determine what they need to do and make them want to do it. Now that’s the best salesperson in action!

To guide you further in your selling, here are four almost magical selling techniques that you can use to your advantage:

The post How to Motivate Your Customers into Action appeared first on Mike Holden Sales.

I’ve been in sales for almost 20 years and in this book I share everything I’ve learned along the way which has helped me go from failure to success. This book is the manual I wish I had all those years ago. I’ve had several sales jobs which included Account Management for Industrial Hygiene Chemicals and New Business Development for Capital Equipment Manufacturers. Then I’ve also had stints in Telephone and Door to Door Canvassing. I’ve put everything I’ve learned into this book – this is how I’ve built my successful career.

This book is aimed at the new salesperson or someone considering a career in sales. As a professional salesperson myself, I consider myself a perpetual student. I strive to learn and get better everyday. Seasoned professionals, therefore, may also benefit from some of the different methods and techniques I present.
Finally the Sales Superstar may also find at least one nugget to take them to the next level.

What is Your Opinion of Salespeople?

On an average day, a person encounters about three salespeople. Your phone will ring one weekend morning; a jovial salesperson is on the other end of the line selling you double glazing. As you condition yourself for a good relaxing nap, somebody begins knocking on your door and when you open it, an insurance salesperson is right at your face smiling his heart out. You try to sort out your emails before going to bed and you noticed that half of them are promotional newsletters.

What is your reaction to this? Are you annoyed? Or do you quietly congratulate the salesperson, to yourself? Your answer will uncover your true beliefs. If your answer is negative, I would suggest you spend time working on your sales philosophy. I believe Selling is one of the noblest of professions.
Salespeople are the very individuals who move the economy forward. Their job is to market the products which make companies flourish and countries prosper in the process. If nothing is sold, no money changes hands – ever. If a salesperson is not able to do his job well, then the rest of the company will fall. The CEO, down to the rank-and-file employees, will soon be out of their jobs. Multiply this over an entire economy and the result is recession and depression.

Your Power as a Salesperson

Do you see now how powerful you as a salesperson can be? In addition, because of this reason alone, you are indispensable in any company.
For a salesperson, every sale merits a commission. Therefore, for every good performance produces income and special bonuses, who then would not want to be a salesperson and become rich and successful?

Are You Up to It

Do you now want to be involved in sales, if you are not already? If you still don’t feel up for it, take heed. It is in selling where the money really lies. You do not even have to invest too much, nor would you need any capital upfront. All you needed are the right skills and the correct attitude for the job. That is exactly what this book is going to give you. After you’ve read this book, you will have the information to become a professional salesperson – a salesperson that can sell anything and everything under the sun, from a shiny new car to a multi-million pound new build factory.

Whatever product you are selling it doesn’t matter at all. You will sell your merchandise, service, or goods in a matter of minutes, hours, days, or years, depending upon their complexity and worth. You may also achieve your first million more sooner than you have ever expected.

A Born Salesperson?

Almost no one is born a super salesperson, although some may have “natural” talents in selling. Selling is a learned art and there are no tough prerequisites for it. All you need is the willingness and the desire to succeed. Once you have that, you should next get a focus on a goal. You will notice that everything then simply falls into place. You will become a master when it comes to selling.

Expect that selling is something that you can do well. Everybody can become successful in the field of sales. People go to the market each day. They shop for the food that they will eat and the things they will use. You see, almost every place is a marketplace. Selling is simply a part of our lives. Most of the time, you are on the buying side, but this time around, you are on the selling side. You must have seen good salespeople at work. Try to observe how they can make people buy their products or even ideas. They have a certain ability that makes them good at their job.

It Could be You

As you read this book, remember that that outstanding salesperson could be you. The things written here will help you, if not transform you into becoming an excellent salesperson in just a very short time. This book is for anyone in sales, no matter if it is your first time to sell or if you have any experience in selling before, even if you have tried your hand at selling and didn’t do so well.

It really doesn’t matter what your sales record is before. You could have been your company’s most terrible salesperson. As someone once said, “I am the world’s worst salesperson; therefore, I must make it easy for people to buy.”
As we start your preparation to become a professional salesperson, try to maintain a small note pad where you can list the answer to the questions, exercises, and the rest of the pointers contained in the book. Doing so will expedite the entire learning process and facilitate you becoming the professional seller that you really are.

The post From Failure to Success appeared first on Mike Holden Sales.

Following on from the last post, here are four more ways to arouse your customer’s desires.

The Reciprocity Technique

Capitalise on people’s tendency to reciprocate good thoughts and efforts. Whenever you give or do something nice to others, people are always obligated to return the favor. As a seller, give your customers holiday and greeting cards during special occasions. They will appreciate it and will buy again from you in the future. The same principle applies when you give samples or trial offers. They might buy your product just for the sake of reciprocity!

The Contrast Technique

Many people in today’s world shop with a budget in mind. With the current economy, it doesn’t pay to be spendthrift. To overcome this obstacle (in case your product has a higher price), show your prospective customer the super value they can get from your product in contrast to your competitors’ (which could be priced lower). Let them realise and feel the tremendous quality they are getting in exchange for a few dollars more.

The Herd Technique

Most people like to belong to a group. They want to do what the rest of humankind is doing, so they can feel a sense of belonging. In restaurants, they may apply this principle by giving free foods and large discounts to their customers. If people see that there are many people inside a diner, they wouldn’t hesitate to go inside themselves. The same is true with discos and bars. Long lines are an indication that people enjoy going and hanging out at that place.

The Consistency Technique

Try to find out what your customers’ preferences are. Ask them if they value quality over price. If they say “yes,” that’s your cue to ask them if they are willing to buy your product if it has a lot more useful features than others. People like to be consistent with their values and beliefs. And to stay consistent, they are most likely going to buy your product to prove that they indeed value quality over price.
Use these selling techniques and you will surely get your customer buying with lesser efforts and skill required!

The post Four more ways to arouse your customer’s desires appeared first on Mike Holden Sales.

More often than not, desire is aroused by beauty, appeal, and attractiveness. Functionality and features usually come second. So in essence, you work to stimulate your customer’s desire, first through the physical attributes of your products. Its features and capabilities come second.
This may look too easy but aesthetics is not a simple science. Aesthetics is rather vague and is very general. The old adage still holds true – beauty depends on the person who appreciates it. You have to keep in mind who your customers are and what their preferences might be, before you can appeal to their senses. This is especially hard if you do not have any control over your product’s aesthetic abilities and you are just selling it. We will get to that later. First, here are the different channels of attraction and how you can use them to present your product to arouse your customers’ desire to buy.

Vision

The first step is to appeal to the eyes. Consumers want a product that looks good visually. Again, this is why companies are investing so much in remodeling and repackaging their products just to look new and trendy. Never mind the features. They can improve on that later, or maybe never. Some companies just opt to create an entirely different model of the product instead of adding good features to it. Repackaging is always costly, but a lot do it anyway.

Hearing

If there’s any music or sounds associated with your product and it is very engaging, capitalise on it. Let the music arouse desire. Music and sounds have the innate ability to do that. There might be times that you went walking in the mall and you heard your favorite song play somewhere. Do you remember how you stopped and just listened? You might have even walked right into the store just to enjoy the music. Music can relay a message of your product. Music uses the power of words and the melody of a good tune. That’s why songs and jingles are always created and used in television commercials. People love to hear a good harmony. That is one reason why the music industry is always flourishing.

The Sense of Smell

What is your first reaction when you are walking in a busy street and somebody with your favorite cologne walked right past you? You intend to look at the direction of the person, no matter how far away he may be. You might even search for his face in the crowd. Some people would even stop and savour the scent. Whichever your reaction is, the point is clearly stated. You simply can’t resist the allure of a good smell. Whether it is the smell of somebody’s cooking or the fragrance of your favorite perfume, you tend to turn your head even without meaning to. That effect is something you would like to achieve for your products.

The Sense of Taste

This one is for products that have something to do with eating or ingesting. It could be food products, drinks, or even medicines. If it has to go through the mouth, you have to make sure it tastes good. That goes true even for medicines. This is something basic. You won’t sell a chocolate bar that doesn’t taste sweet, right? Therefore, if you have to sell food, you have to make sure eating it will become your taste bud’s enjoyment. People like to try something new every now and then. Most of them are tired with the usual taste of the food they eat. This is the reason why companies are coming out with an orange, cherry, or apple flavors of their products. You don’t want to eat plain Jell-O’s every morning for the rest of your life, right? Or wheat grain cereals? Or plain fruit jellies? People like some variants. So benefit from that.

The Sense of Touch

But what if you are still considered as a low-level sales person and you do not have any control of the product’s aesthetic abilities? Well then, since you can’t be changing your products, change the way you present your products. Answer these questions:
What are the selling points of your product?
Of them all, which do you think is the most significant?
How can you promote this particular selling point?
Using which senses are you going to endorse the product best?
Can you combine two or more senses together to achieve optimum results?
Are you creative enough to appeal to all of a person’s senses?
Your choice of approach, of endorsement, or of advertisement is going to count a lot. Use the right one. Better yet, be imaginative enough to create your own. Make your own market plan. Make your own commercials, posters, and other attention-grabbing materials whenever you can. It may mean extra work, but it would surely take you closer to your goal.

The post How to Arouse Your Customer’s Desire appeared first on Mike Holden Sales.

You have one chance to make a first impression. You have four seconds or less to establish rapport. After this you’re toast.
According to the The Wolf of Wall Street again, in the prospects mind you need to come across as:
1. Enthusiastic as hell.
2. Sharp as a tack.
3. A figure of authority.
You need to convince the prospect in four seconds that you are all these three things. This is so that they can be sure that you can help them achieve their goals or give them control of their life.
If you lack any of these three, your prospect will be unlikely to buy from you – ever. All future encounters with this prospect will be coloured by what happens in the first four seconds.

Tonality

In telephone selling, establishing rapport is even more difficult than face to face, but there are certain things you can do to stack the odds in your favour. The main thing you can control is the tonality of your voice.
Your tonality needs to convey that you are enthusiastic, sharp and that you are an authority. Speak like an influencer.
To help you along the way, you must have a script. This is the art of not blowing it. This way you take out all of the variable as possible. This script must be tested and tested. You do this by starting with a script and measuring your results You then tweak one thing in the script and measure if this has improved your script. Tweak the words and tonality until you have gained all the improvements possible. This will then be your tested script.
So for example you first words – “Hi, is John there?” should set the pace and establish that you are enthusiastic, sharp and an authority. Stand up and smile before you dial.

Inferred Micro Agreement

In the mind of the prospect you will be a stranger until you speak. Your tonality can convey that you aren’t a stranger, but you have spoken before and might have actually met. You do this with an inferred micro agreement in other words by using a raised inflection A raised inflection is when the pitch of your voice goes up, as if you are saying “you remember don’t you?”, although you aren’t actually saying it. For instance “It’s Mike Holden (raised inflection) of Karmelle (raised inflection), I sent you the information on filling machines (raised inflection).
Your prospect will then be searching their memory banks to remember.

Establish Mystery

Here again you create some mystery and anticipation with your tonality.
“… now if you recall (pitch rising and falls on recall – think of a small child saying aww please but without the whining)… you attended the seminar on liquid packing (raised inflection – you remember don’t you?)… Does that ring a bell?”
Answer – “YES”
“Ok Great” (bottled enthusiasm)… “Now” (tonality down and slow – getting serious now) … the reason for the call today is that you are one of the last ones to attend who haven’t had a follow up call” (say this like you are telling them a deep secret)…”if you’ve got 60 seconds I’d like to share the process with you…Got a minute?”(Imply you’re a reasonable man.)
When you are formulation your script, use transitional words as you move from section to section and change your tonality from for instance enthusiastic to serious. Some examples of transitional words are:
Well
But
Now

The post Establish Rapport in Four Seconds Flat appeared first on Mike Holden Sales.

Many people assume that selling is not easy. That is because of the numerous objections potential customers will shoot at you whenever you attempt to contact or talk to them with the intention of starting a sale. All you need are some techniques for handling objections.

Some objections may be given as the sale presentation or sales pitch is in progress. Little do they know that some of these objections, like the price of the product or the service that comes with it, could very well be an indication of a customer’s interest in buying.

If you think about it, your customers won’t object about how high your product’s price is if they have not really considered the possibility of owning it. Therefore, you must take on all their objections accordingly, and convert them to your benefit. Over time, different new techniques are being developed to handle the customer’s every single objection. The ones listed below are the most effective ways as practiced by thriving salespeople.

The Boomerang Technique

The goal of this technique is to turn the customers around by taking exactly what they said to you, only to show that they are mistaken in their argument. It is called the boomerang technique because you use their opinions like a boomerang. They go around in a full circle; and when they come back, you are there to persuade them again.

A good example of a boomerang technique is as follows:
Customer: I think this necklace is very expensive.
Salesperson: I do believe it is too. I assume that you don’t want to give your wife a much cheaper present. Anyway, the necklace comes in a beautiful case and a rebate coupon. It is a nice present as it is. If you don’t have the cash to pay for it today, we accept other payment methods like credit cards or even personal checks, though that requires some time to clear. We can also reserve this piece for you so that nobody else can buy it before you do.

The main idea here is to first agree to what customers are saying to make them believe that they are right. Then you try to attach what you, as a salesperson, want to impart. By doing that, you are using the principle of association. What you say simply becomes correct as well.

Renaming the Objections

There may even be times that the customer’s objection can be turned into a positive energy outright. If the customer says that they have to talk to their husband or wife before they make a purchase or that they don’t have the money to buy it right now, you don’t just leave that as is and let them go with it. Instead, you handle it by making a play with words. Check out the example below:

Customer: I think I like your product but I can’t buy it right now, as I don’t have the money. I would need to tell my husband about it and see what he says.
Salesperson: Yes, I suppose that’s proper, but instead of doing that, could you rather discuss it with him so that I can finalise your order today? I can arrange somebody to pick up the payment tomorrow for you.

As you can see, “tell” and “discuss” almost mean the same thing, but “discuss” is a much stronger word than “tell”. To effectively close a sale, you should always use the more powerful word. You don’t really change their meaning, but you have successfully translated them more to your favour.

Show The Customers The Bigger Picture

There are times when there is a need to show your customers that small and insignificant things are exactly that – insignificant. Make their objection about the color of the product look trivial compared to its portability or any of its other strong features. The technique here is to show to the customer what they will receive. Don’t dwell on the things that your product can’t give. Focus more on the things it can offer.

Here’s an example:
Customer: I think this laptop is too big for me. I would like to buy something more compact.
Salesperson: You might have a point there, but this laptop is complete. It comes with everything you would need in a computer. What are a few inches in size if it can give you full functionality?

Try to distract your customers from the issue that you cannot resolve like size, shape, weight, and similar objections. Create an entirely different perspective on your product. Make it appear the best buy despite the small detail the customer requires.

Reframing the Objection

Reframing the objection is very similar to saying “no” to the customer in an entirely different way. You can do it by showing that there’s a misunderstanding between both your views. Use empathy. Blame the misunderstanding on yourself. Try turning the subject around as you reframe the objection. Read the following example:

Customer: You don’t seem to understand. I do not like this one. What I wanted is a longer coat. This one looks a little short on me.
Salesperson: Oh, yes, sorry about that, but I just can’t help suggesting this one to you. It definitely looks good on your body frame.
Use the same terms or jargons the customers used on you to show that you understand what they need. Show them your viewpoint, specifically, so that it will be difficult for them to deny that you are also right.

The Conditional Closing Technique

The idea behind this technique is simple. Don’t give your customers a second to think about possible objections. Instead of saying, “Would you like to step in and check our products?” You say, “If you would step inside our booth and see our products, you are sure to find exactly what you are looking for. The following is another good example.

Customer: I want the portable-type DVD player. I think you don’t have any stock available.
Salesperson: If I call up the head office for a delivery right now, the portable DVD player should be here in less than hour. Will you wait for it?
See here that the conversation goes assertive but it doesn’t impose upon the customer. Try to build an agreement with your customer. Use the agreement that behind the surface says, “If I can solve the setback, you should buy the product.”

An even more powerful method is to structure your question in such a way that they will think they have options, yet both of these options are directed towards a sale. Ask questions like, “Would you like to pay in cash or credit card?” or “Would you like to take it home with you or have it delivered by us?” In these cases, any reply would result in a sale.

Repulsing the Objection

This is the assertive type of objection. This technique involves telling the customer subtly that they are wrong. Even though this objection is rather assertive, it is does not necessarily mean aggressive. Tell the customer that they are wrong, but do not rub it to them directly. See how the example below goes:
Customer: I believe that XYZ Company has the pioneering technology for photo printers. I suppose I should go for them to get the best buy.
Salesperson: That’s not true, sir. Even though the XYZ Company is the one who is regarded to be pioneer, it does not mean that they have the best technology in the market. Our engineering team have designed this innovative photo printer, which has features that are state of the art today. I’m sure you won’t see anything like it and all its capabilities in any of our competitor’s product line.

Did you see how assertively yet feebly the salesperson handled the objection of the customer? That’s exactly how to do it. Politely tell that the customer that they are wrong and prove it to them. Prove it by making your products shine out. Besides, showing the customer that they are wrong will reveal how much you know about your own product and would expose your customer in their deception (should they use one as an objection to create a way out).

The Curious Salesperson Technique

Some customers can say point-blank to you that they do not want to buy what you are selling. Try to act curious and ask them why. They might stumble upon some reasons that they might have thought about at that minute.
Take each reason as an objection you can readily handle. Even if the customer did not buy, you have made contact and probably, a good

. You’ll never know when the same customer will soon decide to buy and would come looking for you. Moreover, they can spread news about your product through word-of-mouth, which happens to be one of the best promotional methods.

Here’s an example of the curious salesperson technique:
Customer: I really don’t think I need these drapes just yet.
Salesperson: Many people had bought from us this week since it’s the holidays. I wonder why you are deciding otherwise. Was there any other reason? I’m quite sure that if you tell it to me we can try to work something out.
If you let out the child in you through inquisitiveness at the right time, you will surely either make a sale or gain a future customer. Whichever the case, you are bound to gain something from it.

Anticipating the Objection

Make your work easier by thinking about the most likely objection your product might get. Address it early on the conversation so that it will not surface later on. This is important so that the customer won’t mention it at a rather inconvenient time. Take the example below:
Customer: I’m looking for a charm bracelet to give as a gift to my mother.
Salesperson: You’ve come to the right store sir. Here are the best ones we have. I know that these might cost a little. They are made of high quality authentic stones, making it the perfect gift for a special person like your mother.

Can you see how the salesperson addressed the issue about the price of the product early on? Not only will the customer be informed that the product may not come cheap, but it can also be a gauge whether or not the customer can afford it. If they back up immediately after saying the actual price of the product, you will know it is out of their budget. If they don’t budge, they may have the money to buy it. This is very applicable with all the other major objections customers may have about your product.

Sidetracking the Objection

Probably the easiest way to handle an objection is to wave it off. This is the best way to go if the objection is major and insurmountable. No matter how good a salesperson you are, if you are trapped with the wrong product, you can only do as much. Therefore, a way out of this kind of objection is to let it go, at least for a while. You have the option to address it later, or you can opt not to at all. Check the example below:

Customer: Your digital camera has the lowest resolution in the market today. I wonder why it is still not putting down its price regardless of other brands releasing newer models already.

Salesperson: That’s a good observation. I’ll give you an answer to that later. However, if you look at the type of camera lens we are using, you will see that the camera is highly durable and would last for years.

The only thing that you have to remember about deflecting the customer’s question is not to shrug it off nonchalantly. Remember that customers want to be heard. Therefore, it is mandatory that you acknowledge their objection. Show them that you have heard and understood them. They deserve that in the least, especially if you don’t really intend to answer their question later on.

Objection Bargaining

Objections will always arise. They are always a part of every sales transaction, no matter how big or small the deal is. One way to make objections work to your favor, instead of the customers’, is to strike a deal with them early on. After their first two objections, try to tell them that you are willing to answer the rest of their doubts about the product by asking them to write all objections in a piece of paper. Then continue with your sales pitch. Here’ s an example.

Customer: I’d like to buy that car audio system you are selling but I’m concerned about its installation, warranty, and almost everything else about it.
Salesperson: Well, I’d like to propose a deal with you sir. If you will listen to my presentation about the audio system, you can write down or make a mental note of all the possible questions and objections you may have about it as I go along. Then I will be addressing all of them to your satisfaction.

The example here has to be carried out in a mildly assertive manner, and never in a pushy one. The customer is not supposed to feel trapped. They definitely won’t like that. It is also important to make them understand that you will be crossing off their objections only if they are satisfied with the way you handled it. Else, they are free to check out the competitor’s product. You have to emphasise that point.

The Use of Empathy

You have to realise the insurmountable powers of empathy. Empathy is the mental process of putting one’s self into the shoes of another, and in this case, the shoes of the customers. It is a way of showing that you understand and feel the same way as your customer. Read the example below:
Customer: I am really not comfortable with the fit of this blouse. I think it is too smug. I can’t move much.

Salesperson: I know exactly how you feel. I actually tried one on and felt the same way, but I bought it and took it home instead. I wore it for the first time last night and I felt so confident in it. It matched my skirt, and the blouse isn’t too smug at all. In fact, it showed off my curve perfectly. However, if you think a larger size fits you better, I’ll be willing to help you.

Empathy alone has the power to change minds and emotions. The key here is to be as truthful as you can. Do not lie. The customers can see through you. Remember that they have a critical eye that is always checking you out. Just a single lie and they will never come back.

The Use of Humour

Humour has its own share of powers too. This is the perfect alternative to negative emotions. Instead of responding to your customer’s endless and persistent objection with either anger or frustration, try humor. It will definitely make the whole ordeal lighter and easier. You can also use humor to diffuse tension in the air, especially when things are heating up for some reasons. Here’s an example.

Customer: I am just passing by admiring your dog outside the window. Now you want me to buy it. I really don’t intend to buy anything. Please don’t stand in my way. I’ve got to go and I still have work to do.




Salesperson: Sir, the dog likes you now. He’s telling it to me through his gentle barks. Don’t you just hear the words he’s saying? He’s saying, “Take me home. I’d like you to be my master.” In fact, why don’t you give it a try? Take the dog home for a few days and if you don’t like it, you can always return it.

Some people easily go off the hook easily even with slight persuasion. The trick is to learn not to get offended. That way, you won’t be offending your customer with your replies. Inject a little humor whenever the situation calls for it and your sale will proceed the way that it should. Use gentle humor as a defense against hotheaded customers. It is very handy during such times. It has proven to dissolve customer’s anger somewhat.

The post Some other Techniques for Handling Objections appeared first on Mike Holden Sales.

Why would a prospect raise an objection? It’s because they are uncertain or have worries unsatisfied! Objections can be real or imagined and it means they have not been sold to effectively.
Poor selling raises objections.
The easiest way to handle an objection is to prevent it in the first place. Most products or services have two or three in built objections, which you should be able to anticipate.
This means that you should identify and pre handle these in the sales process. If you are not the cheapest in the market, identify this and justify it by your unique features, which you will then link to benefits and customer needs.
If your product or service is the only model on the market that meets a specific customer need or pain-point, price will not be an objective. Don’t expect the prospect not raise price as an issue.
Start building value into your product the minute you open your mouth.
Your inability to handle objections is a weakness and customers will find it, therefore you should learn to handle objections effectively.

1. Answer the objection with a question

Are we dealing with the tree or the root? Find the root cause of the objection.
For example, the customer says, “The price of your product is way out!” This could really mean:
I just want a discount – or – I’m not the decision maker.
It’s just more than I thought.
I have to reduce costs – or – We cannot afford that.
I don’t really like the product.
It’s outside my budget.
So ask questions to get yourself back into play:
“Could I ask you why you say that?”
“Why do you think it’s too high?”
“When compared to what?”
“On what basis do you feel that?”

2. Always Acknowledge then Counter it

Never agree with the objection, just agree with how the customer arrived at it:
“I can understand perfectly why you might think that but have you considered …….”
“I would have said exactly the same until I realised that…..”
“Many other clients thought that way at first but………”

3. Never put the customer down

Never put the customer down or appear too smart, remember to empathise with their reasoning but never agree the objection.

4. Massage their ego and then counter

Massage their ego and then counter the objection by a persuasive argument or explanation by using:
Experiences
References
Tests Results
Unique Selling Propositions (USP’s)
USP’s always fall into three areas: Product / Company / You. You should list them and know them, as this will usually beat the competition. Even in a tender situation, you can turn your USP into a need and have it specified.
If you have to talk “product” talk only USPs.

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Now that you know the basics, you need effective closing strategy, here now are the step-by-step ways to properly end a sale.

Deliver your closing

Choose the right closing technique and deliver it well. Always aim for a close, even though the deal is very unlikely to end as a sale. Anyway, you can always use the practice or the amusement even.

Pause for a few seconds

After delivering your spiel, give your customers a few seconds to throw in any last minute questions at you or to say, “yes” to the deal. Don’t keep on talking that you missed the consent that you have been meaning to hear all along.

Observe your customer’s emotions

As you talk, observe at what part of your sales talk your customer usually responds or interrupts. And when they speak, listen to them and watch the emotions that come with their words. Use the same emotions to lead you to a sale.

Finish the sale

If you have said the right words to go with the right responses, your customer will be signing the sales slip easily. But sometimes, the deal cannot be closed in a day. A big budget deal would take weeks, months, or even years to complete. Whichever the case, just be prepared with your closing. Be armed with the right tools and the right equipment. You don’t want to lose a sale because of mere irresponsibility on your part.

Thank the customer

You have to thank the customer for the purchase. And along with that, wish him the best with his new product, offer support, and give additional pointers to do when he gets to use it. You might be the one to congratulate here for your good work of completing the sale, but the least you can do is to share your success with your customer by simply thanking him.

The post Steps to An Effective Closing appeared first on Mike Holden Sales.

How important is questioning in sales? When I was a rookie Salesman in my late twenties, I attended my first external Sales Training course. I loved the course but couldn’t help but be overcome by all the information and stuff to learn and practice.
At the end of the course, I asked the trainer what the most important thing for me to learn was. Without thinking, the Trainer said asking questions and listening would be the most rewarding skills that I could learn.
I wish to pass this gift on to you now – if there is one thing more than any other that will serve you most in your life and career, it is to learn the art of questioning and listening.

Communication

Communication is a two way process, but as the professional, you are responsible for the process of understanding and being understood. The first part of this process is asking the right questions at the right time.
Your primary objection is to establish a full list of your customer’s needs and so you must ensure that your customer is fully involved.
Next comes listening to the answers, to collect the information to construct your offer. You must also demonstrate your interest. This means responding in a timely and appropriate way.
Always remember whoever asks the questions is in control.

Types of questions

You already know that there are different types of question; you may not know, however, that there is a proven process that you can use to ensure you collate all the information you need.
This will ensure that you can establish your customers’ needs and move the process along to a successful conclusion.

Open Questions are broad range questions, which encourage the customer to talk. Questions that begin with a what, why, where, when, how or who. They are impossible to answer yes or no to, so that they will ensure you get more information.
You can use Closed Questions to gain a very specific response or information. The prospect can answer yes, no or can give factual answers. An example is “How often are your deliveries late at the moment?”
Problem Questions will uncover opportunities for you to find needs, for instance “How do poor deliveries affect you?”
Next are Implication Questions, which expand on problem questions to uncover hidden needs. One example would be “Does this trend worry you?”
Rhetorical Questions can also be used to summarise and seek agreement. With these you are not necessarily seeking an answer but you are testing the water so to speak, for example: “So we can agree that?” or “In reality you are saying?”

Questioning Golden Rules

Do your homework and plan before your sales call; that way you can have a list of questions prepared.
The customer should be contributing to two thirds of the conversation, as a rule. Remember the “Two ears one mouth rule”? You should use them in that ratio.
You should never interrupt the customer or answer your own questions. Don’t try to mind read. Also, avoid asking two questions at once. The customer may only process one question and you could miss vital information.
Do alternate between open and closed questions. Too many of one type can lead to an uncomfortable and unnatural conversation.
Always follow Problem questions with Implications questions. This can have the effect of enlarging the problem in the mind of the customer.
Finally, you must listen to the answers. Again, you can miss information if you are not concentrating on the answer, or you are thinking about your next question.

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