• Send me some information and I’ll get back to you
• Let me check with my partner
• Let me think about it
• I’m not interested at this time
• Your price is too high

Even if the prospect flat out tells you “no” it doesn’t mean that they wouldn’t want to buy your product and it’s your job to find out what their real object is.

Objections are actually extremely helpful because they give you the opportunity to better understand what it is that is holding the prospect back from buying from you. You can’t overcome an objection if you don’t know what it is. Of course sometimes the objection you hear may not be the real objection so you’ll also be tasked with uncovering it. You should always handle objections using these proven, extremely effective four steps:

1. Determine the prospect “real” objection(s)
2. Express that the prospects concern is understandable
3. Answer the objection(s) and clearly define your solution
4. Ask for the sale

Determining the Real Objection:

Determining the real objection may not always be easy but you cannot close the sale until you do. The best formula for uncovering the real problem is simply by asking questions that are relevant to the objection and then paraphrasing the prospects responses. The reason you should paraphrase is it forces the prospect to acknowledge and agree with their stated concern and it may also uncover the real objection. For example:

Prospect Says: “Your price is too high”

salesperson: ” So if I understand you correctly you’re saying that you are interested in our product and if I were able to bring the price down you would do business with us. Is that correct”?

A salesperson can’t be afraid to push prospects into telling them the real objection because they can’t overcome problems that they don’t understand. In the above example if cost is the real problem they would know it but if it’s something else you’ll surely find out.

Once the salesperson has determined the real objection they can move forward in the sales process. It a good idea to list the top five objections that typically heard and develop bullet proof responses to keep from getting stumped in the middle of a presentation. Once these are written down it’s best to read them over and over until they are memorized word for word which will help to naturally answer objections as they arise.

Below are some of the most common objections along with a powerful response that when used will be effective most of the time:

Objection: “Send me the information and I’ll get back to you”
Rebuttal: “Tell me, what is the main thing you would need to see in my information before you would do business with us”?

Objection: “Let me talk with my partner”
Rebuttal: “If the decision were entirely up to you, would you buy the product or would you have other questions”?

Objection: “Let me think about it”
Rebuttal: “tell me, what’s the first thing that comes to mind that’s keeping you from moving forward today?”

Objection: “Your price is too high”
Rebuttal: “Our price is based on what’s necessary to make sure our product delivers the best possible result to you, and that’s what you really want is the best result, not the cheapest price, isn’t that true?

Express that the prospects concern is understandable:

Many salesperson make the mistake of dismissing the prospects concern and going right into their rebuttal. STOP! Don’t be that person, no one likes or respects them. Take the time to acknowledge that your prospect has a legitimate concern and let them know that while you respect their concern you also have a solution. This is incredibly easy to do but it’s so often ignored. Simply start your reply to the objection by saying something like:

“I completely understand your concern and I would have responded the same way…”

“I agree with you and so do most of my other clients…”

“It makes perfect sense that you would say that…”

Answer the Objection(s)

This is where the knowledge of a salesman’s product/service will come into play. Assuming that they are 100% clear on their prospects real objection they should be fully equipped to talk about the benefits that their product offers and how they will provide a solution to the prospects needs. This may involve explaining how the product will do one or more of the following:

• Save time
• Save money
• Improve profits
• Make a process easier or faster
• Reduce stress

Ask for the sale

If the salesperson handled the process correctly you should be in a much better position for a one call close. Ask for the sale.

The Best Defense is a Strong Offense

There is no better way of handling objections then avoiding them. Remember, objections usually occur when the prospect fails to see benefit. Be creative and help your client visualize the value of your product. Try using references of existing happy clients. People tend to go with the crowd.

• If everyone’s wearing it then you’re wearing it
• If everyone saw the movie then you’re going to see it
• If everyone has a Facebook then you’ll get one

Tell the customer a brief success story about a local client (or two) that has already seen the benefits of your product. For example say:

“working with your neighbor, John Smith we saved him $149 a month, and Mary, across the street from you saved even more on our program”.

It’s important to understand that if the client thinks no one else is buying the product then why would they want it, and that perception will nearly always create objections that could have otherwise been avoided.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

[ccf_form id=”948″]

The post Secrets to Overcoming and Handling Price Objections appeared first on ConectUS Wireless.

You want to generate as many sales as possible but not only that, you want to insure we’ve provided a tremendous value to your customer. Your products and/or services are great; you promote and many endorse them. You speak to your target market of buy ready consumers to persuade them to purchase. Unfortunately, rejection may be a very common response from your strong efforts and you are frustrated.

What can you do to maximize our efforts with every interaction, every sales endeavor, that will bring your chances of achieving the sale, up to the highest level possible?

To do so, it is important to understand “desire” and the extremely huge significance it holds. Deep down inside each and every one of us we have “desire”. Whether it’s for this need or that interest, we each have a different desire for whatever subject or topic is at hand. You may not care about a particular desire, but to someone else it can be of large importance.

Let’s first understand desire a little bit better before we jump into getting exponentially more sales. Desire is defined as to wish or long for; crave or want. Desire tends to be, in fact, a driving force in each and every human being. It causes us to make decisions that can impact something little or of epic proportions. Thus, our desires, no matter what they are, clearly impact all “buying” decisions.

When you present your offer, product or service there are successful ways to do so to better understand and relate to the buyer’s desire.

First of all, take your time. What I mean by that is don’t rush through the sale and pound them with all these things your product or service can do. This will confuse and potentially frustrate your customer. You must take things slowly and converse with your customer and you must make sure they are comfortable in the moment. An uncomfortable, frustrated, or even confused customer will not be fully receptive to your offer and in most situations, deny the sale. When they are in any of these states, they will feel that their desires are unimportant and that you’re just interested in making the sale (making money) and not in genuinely helping them. Once you reach a point where the customer is comfortable and knows that you are really listening, then you can start to push forward at a faster rate. Until then, you must take it slow and take your time.

Another thing you want to steer clear of is repeated objections. Objections are part of every single sales process whether it’s big or small. Your customers will always have objections, but if they have too many of them, it is a clear sign that you are not listening deeply enough. You must ask more deep probing questions. Ask questions that are relevant and that create a conversation. Your goal is to uncover the desires behind all the objections they are giving you – you must understand your customer’s desires in order to get the sale.

There are two questions you must ask yourself: “What can my product/service help them do?” and “What are the real and actual benefits to that particular customer?”

What can my product or service help them do is much different than what can my product or service do. Your customer wants to always know how something can help them. Will it help them do this task or that task? Can it help them manage their frustration, get more things done during the day, give them security and piece of mind, allow them to have more freedom and time to spend with their family, give their kids a better chance of getting into college, etc. You can talk on and on all day about what your product or service does, but if your customer doesn’t see the connection with what it can help them with, something that they “desire”, essentially something that will give them the opportunity to experience more of their desire; you’re virtually guaranteed to lose the sale. You must show how it helps, not just what it can do.

This leads us to the second question, “What are the real benefits?” Your customer wants to know what’s in it for them. Features are simply features. The difference between features and benefits is that features are descriptive facts and benefits are what the customer will actually gain as result of having those features. Features do not sell anything – benefits do!

For example, a computer is just a computer. You could talk about how the processor is huge, there’s a large hard drive, a great graphics card, storage capacity, etc. Yes, they need to know these facts, but that is not what will cause them to buy. The buying decision only takes place when they understand how all those features will actually be of benefit to them. In this example, you must discuss the benefits that will truly capture their interest and target their desire. The features may include the computer being top of the line, high performance, fast and efficient, etc. But the benefits allow the customer to do more of the things they love faster and easier. They will surf the internet at lightning fast speeds, watch movies in pure HD quality without the need for an expensive home entertainment system, and if they are a business owner, create and export and share documents quickly and easily so that their sales team can spend more time with customers, make more sales and make more money.

Customers do not purchase features. They buy benefits! Benefits specifically targeted to that customer’s wants, needs and desires.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

[ccf_form id=”948″]

The post The Secret to Getting Exponentially More Sales appeared first on ConectUS Wireless.

So just how can you cold call anyone?

Firstly you need to have the right mentality for cold calling. Yes I know this may sound obvious but this is where most fall down at the first hurdle. The best mentality that will help is to understand rejection better.

Allow me to explain. Sometimes in cold calling a prospect may not be interested in what you are offering. They may even be rude to you and hang up. You MUST understand that whatever they may say or do to you – it is never personal. Perhaps you caught them at the wrong time. Unfortunately many take this personally and it effects the way they cold call. They end up arguing with the prospect and cannot understand why they will not listen.

Allowing yourself to get upset and annoyed by a prospect will drown your chances of success.

Secondly, the next best method of cold calling anyone is to ensure that you ask ‘touch-point’ questions. These are a series of well crafted questions that help identify a need for your product or service. The best question that you can use to open up ‘touch-point’ questions is: “Mr X… can you tell me the biggest challenges that you face at the present with your existing supply situation?” The bottom line is that most people are never entirely happy and there will always be a niggle of some sort.

These questions help to uncover need.

Thirdly, never ever try to close your prospect there and then. Two things statistically happen when you go for the jugular in cold calling.

1. The prospect catches on and builds up their defense mechanism to sales people.
2. The sale has a 75% cancellation rate.

Once buyers remorse kicks in, the prospect may also feel that they do not know enough about the company/person/product they have bought. Always cold call to get an appointment. Appointments make sales because they secure time. That’s time spent uncovering their needs, questions and uncertainties about the product. Time in which you can follow through with a structured sales process.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

[ccf_form id=”948″]

The post Sales Tips – How to Cold Call Anyone appeared first on ConectUS Wireless.

Listening is also the best way to make people enjoy their encounter with you. Executives and others love to listen to themselves talk and you want them to love their experiences with you. There is no better way to endear them than getting them talking and you actively listening.

Three Types of Listening.

Useless Listening which unfortunately is the most common form or listening. That’s when the person starts talking and you can’t wait until she stops so that you can start telling her about you. Or, she says something that reminds you of something that happened to you, or your kids, etc. and you jump right in telling her all about you. Or, she says something you don’t agree with, and again, you jump in and give your opinion which she should immediately subscribe to. Sadly useless listening doesn’t let one learn much and doesn’t create an enjoyable social or professional interaction.

Then there is Focused Listening. This is when someone is prepared for and listens for things he feels should be important to the person being interviewed. If the speaker talks about them, that’s good, and they will be addressed in due course. If he doesn’t, then the speaker forgot to mention them, or doesn’t care about them, or doesn’t know about them. As an interviewer, it’s good to know why they didn’t mention each of these benefits. If the speaker forgot, we need to remind him and then incorporate those forgotten items into the ‘wants specification’. If the speaker doesn’t care about certain ones, then we need to eliminate those from our agenda. And, if the person doesn’t know about certain ones, we will have to be sure to explain what each is, its benefits and test for interest.

The process of focused listening is very simple. You prepare a list of all the benefits your products, services or you offer. Then when the person starts answering your question about what he wants, you listen for those benefits you’ve prepared. If he doesn’t mention one or many of them, you simply say, “You didn’t say anything about so and so. Is that important to you?” His answer will then be that he forgot, he doesn’t care about it or he doesn’t know about it. You’ll now know his feeling for so and so. Then repeat the process for another of your not-mentioned benefits. From focused listening you’ll learn quickly what to promote, what to stay away from, and what to explain further. It’s very efficient, smooth and sounds very consultative.

Focused listening also removes the biggest fear and biggest mistake of sales people. That is, assuming the other person doesn’t know what s/he has to offer. This causes the sales person to explain and promote before s/he knows what’s important to the buyer. If the buyer’s not interested in that benefit, it’s the quickest way to lose credibility and end the conversation.

Finally we have Investigative Listening, or listening to crystally understand. When people respond to one of your questions, they will use words that have multiple meanings, hidden meanings, loaded meanings, ambiguous meanings, and powerful meanings. Without further investigation you don’t really know what this individual means by that word. Examples would be reliable, low cost, effective, and a zillion others. So the process to handle words that people throw out, again, is simple. First, never assume to know what the speaker means. She has to explain it to you. Second, you say, “You mentioned that you wanted it reliable. Please explain what you mean by reliable.” Or “You’d like it to be low cost. How low is low cost?” Or, “You want it to be effective. What does effective look like to you?” Third, you have to stop talking. Give her a few seconds to consider what she means. Then let her talk without you interrupting. Keep nodding you head and take notes.

Investigative listening is the most revealing and powerful learning process. It clears all ambiguities and details exactly what’s going on in the other person’s head. This is powerful information. It also helps the person fully articulate her desires. This will justify her thinking and make her feel satisfied.

Now, all you have to do to get this listening / learning process going is present an opening question about what the person wants and then shut – your – mouth.

As they openly address the question you’ve posed, take notes and don’t interrupt. If they don’t mention interests or issues you feel they should, offer-up those topics in a consultative manner – don’t sell. Make sure you clear-up and define ambiguous and power words. The conscious and subconscious effect of focused listening and investigative listening on the buyer improves tremendously your credibility and sincerity which are important relationship elements.

Finally confirm what was said. There is nothing more endearing to a person then someone reiterating what they just told them. It means to her that you were listening and that you understand her. Most importantly, that speaker now knows that you know and now she will be ready to listen to you. Now it’s time to present.

Common Situation:

Sales People Feel They Should Be Talking

Talking and promoting is marketing. Selling is listening and explaining how desires that are verbalized can be attained. Somehow talking became the symbol of a good sales people. People usually say that a talker is a born sales person? This is such a myth. After the hello’s poor sales people usually start telling why they’re there and describing what they’re selling. As soon as the executive or other person starts asking questions, they jump in and defensively address the concern.

Resulting Problem

It’s Annoying

The executive or other person is never given a chance to purge his mind of what is critical to him that you should understand. That is, what does this person want and does he wants to invest to get it? Without this information, you don’t have a clue, and he knows it. Your presentation becomes what you think he should want and do, not necessarily what he wants to hear. Nothing kills credibility and a relationship faster that a bore.

Check Yourself
Score: 4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never.

1. Do you consciously set-up people to talk? ____
2. Do you try to get the interaction going by you doing the talking? ____
3. Do you let the person talk and talk? ____
4. Do you jump in as soon as s/he hits your nerve or something you relate to? ____

Scoring: ( 1 + 3 – 2 – 4 ) =??

4 is good;

Less than 4 suggest you need to work on your listening techniques

Listening, what to do, how to do it, and how to feel comfortable doing it is the key to sales success!

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

[ccf_form id=”948″]

The post C-Level Selling Tips – The Fastest Path to Relationships and Sales is Through Your Ears appeared first on ConectUS Wireless.

By acting in a manner opposite of what the prospect has come to expect, the sales consultant can reap huge benefits. Prospects have come to expect certain behaviors from sales consultants; they are trained in a general way, on sales and selling. Enthusiastic sales presentations are one of those behaviors, along with justifications, explanations, and defenses of products. These can be emotional turn-offs for your prospect.

If you are feeling down yourself, and someone (anyone) comes up to you in wild enthusiasm, what is your reaction? If you just found out you lost an account you thought was in the bag, and co-worker sweeps into your office full of cheerfulness – how do you feel? How do you feel toward them?

It is best to mirror your prospect’s mood.

In the consultative sales process, prospects will swing between two mood levels. Sometimes they can be very positive — ready and eager to listen. Sometimes they can be very negative — they don’t perceive a need for you, your company or your service.

Most sales consultants will try to push their prospect in the direction s/he wants the prospect to go. Not only is this the typical sales behavior, it is exactly the behavior the prospect expects, and is mentally prepared for – this behavior creates a competitive environment between the sales consultant and the prospect. What happens when a sales consultant tries to push a prospect in one direction or the other — nothing, generally? The prospect either does not move at all, or goes below the mood level where they started, and they can push back.

How can you use this tendency of prospects pushing back to your advantage? Try this –rather than guiding the prospect in the direction you want them to go, guide them in the opposite direction. The prospect’s tendency is to push away from you, resulting in them moving in the direction you intended. Like a pendulum, if you pull it one direction and let it go, it swings in the opposite direction.

By asking questions and making statements opposite of what the prospect expects, you can get the prospect moving in the direction you want them to go, and it can be faster, easier and a lot more fun. Your sales process should have you move in unusual patterns to avoid the conditioned responses from prospects. Sitting across from a prospect who is giving nothing but conditioned responses is a bit like trying to communicate with an android. We actually need to talk to the person, not their mental machinery.

Doing this will require you to withhold your own excitement, and to stop talking about your product and company at the first chance you get, and not offer solutions to what you think are your prospect’s problems. Instead, allow your prospect to get excited, ask you about how your product or service will help them and, most importantly, let your prospect tell you the solution they are looking for.

If your product provides the solution your prospect is looking for, a sale will follow quickly.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

[ccf_form id=”948″]

The post Sales Training Tips – Embrace the Tailored Response in Closing Sales appeared first on ConectUS Wireless.

The basics include preparation, action and analysis.

Preparation:

Success in all kinds of marketing, including sales, is contingent on selecting the right target market. Once you have selected a clearly defined, viable target market (read our last article about how to define your target market), then you are able to identify the leads you want to call on. Targeting your leads makes it much easier for you to make a connection with your words, warming up the call. After creating your list of leads, divide the list into “A” and “B” lists.

Most professional salespeople use scripts when they cold call. You should write a basic script for when the prospect actually answers the phone and create other scripts for other possibilities. For example, if you get an answering machine, what will you say? List all the possible ways the phone will be answered and write scripts for each one.

Before writing your script, make sure you understand what your target market needs and what their problems are. You will need to communicate why the prospect would want to meet with you. Also, consider the reasons why they might say no to the appointment and preempt them in your script whenever possible.

The outcome you will almost always aim for with the script is to set an appointment for a sales meeting. Be very aware of your choice of words, and resist the urge to try to sell your product right then and there. Avoid conversations about price and other features of your product. Just focus on making sure the person is right for you and getting them to meet with you. The sales meeting is where you will do your pitch and sell the product.

It’s a good idea to call your “B” list first, to try out your script and make sure it works without worry.

Action:

Once you have completed your script, you are ready to get started. It is much easier to make a lot of calls at once compared to making a couple of calls every day. After you get started, you will gain momentum and it will get easier and easier. It might even be fun!

Put a smile on your face and be interested in the person on the phone with you.

Listen carefully to the answers your prospects give to your questions. They will give you great information you can use to guide them toward a sale, if your product is a good fit.

Ask for the appointment. The ‘assumptive close’ works well here and makes it very easy for the prospect. You assume that they will want to meet with you. You might say, “Would Tuesday or Wednesday work better for you? Morning or afternoon? 10:00 or 11:00? If the prospect needs more information or is just not interested, they will tell you at this point.

Do not be concerned when you get a ‘no’ answer, even if it happens often. Learn from this and continue. Don’t allow yourself to take it personally and become emotionally upset. The person on the phone with you doesn’t even know you, so they are not saying no to you, only to the appointment. Besides, as the true professional knows, the more ‘no’ answers you get, the closer you get to ‘yes’!

Analysis:

Keep track of your progress with each call so you can judge your success. Analyze what words, phrases or sentences evoke a positive reaction or dialogue that lead to a ‘yes’ when you ask for the appointment. If possible, keep track of the reasons people do not want to meet with you.

Adjust the script and make more calls!

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

[ccf_form id=”948″]

The post Increase Your Sales Fast by Warming Up Your Cold Calls appeared first on ConectUS Wireless.