What’s holding them back? If you are in the top twenty percent of your profession you probably already know the answer. However, if you are not, ask yourself this question.”Do I want it badly enough?” Answer it honestly. Did you answer with a yes? If you did. think of how you ‘felt inside’ when you answered. If you felt nothing much, you have the answer as to why you are not performing in the top twenty percent. You don’t want it badly enough!

If you did, you would feel the passion and excitement. You would scream out YES and mean it with all your being. Passion and the excitement that accompanies it is the ‘rocket fuel’ for your success in virtually any situation in life.

When one lacks passion, or as some may call it, the burning fire inside, they will become mentally and sometimes even physically lazy when faced with obstacles that block their success path. Lacking passion, they will lack the needed willpower to dedicate the required time, resources, and energy to succeed.

You can’t get your passion from your family. You can’t get it from your manager, although most believe they can instill it. You can’t even get it from great sales trainers. You can’t get it from sales courses, seminars, or sales books. These will all encourage you but they can not ignite your passion fire for your personal success.

Your passion comes from within you alone! Find the source of your passion by examining your core values. Discover what means the most to you in life and you will discover your passion. Once you do, you will be able to make the decisions, take the necessary actions and stay focused to the point where success will be easily attainable. With your passion ignited, nothing will be able to stop your quest for success. The great thing about life is that you get to decide how you will experience it. You get to decide if you will just coast through your life or live it with excitement and passion, at work and at home.

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!

The post Success in Selling – Do You Want it Badly Enough? appeared first on ConectUS Wireless.

Here are three ways to enhance your listening skills:

1. Make the speaker feel comfortable and important by being courteous and respectful;
2. Show your attentiveness to the speaker by nodding your head or saying, “yes” or “I see” from time to time;
3. Listen between the lines to detect when someone is being dishonest or evasive with you.

By honing your listening skills, you can catch hints in your speaker’s voice, attitude, or body language that indicate a lack of interest or enthusiasm for your product or company.

Many clients aren’t selling or recruiting because they are not listening to the truth when they hear it. They simply hope that what they are hearing isn’t what it sounds like. Our distributors or associates may miss the “not interested” message completely because they either don’t want to hear it or really don’t hear it because they are so focused on what they intend to say next.

Listening Types

Reflective and paraphrase listening will assist you to communicate to your prospects that you are, in fact, listening to them and are aware of their concerns and points of view.

Reflective listening is repeating some words your prospects or customers use as you listen to them speak. Reflective listening builds rapport in three ways:

1. It shows that you are paying attention and understand what the speaker is telling you;
2. It keeps someone else talking long enough for you to evaluate whether they are a prospect who is serious or just curious; and
3. Paying attention and listening is a good investment of a few minutes of your time in the interviewing stages.

In paraphrase listening, you paraphrase what your prospect says. I teach my clients how to interview their prospects to see if they are people they would like to work with. Many people confuse “interview” with “interrogate.”

By practicing the shared listening technique, you will find that all of your questions get answered without your prospects feeling they are under a microscope. Shared listening allows you to turn a questioning process into a conversation.

Developing a conversation, rather than asking one question after another, is a great way to get a person to open up. Your prospects will feel more comfortable revealing information to you if they feel you have something in common and lets them see you as a real person.

Listen closely and make brief notes as your prospects share in your conversation. You will soon discover your prospects’ motivators – or lack thereof – as well as their “hot buttons,” which you can repeat back to them when it’s time to as for a decision or close.

Continue listening even after your new distributor or associate has signed their application. You’ll be able to recall names, places, and other information with little or no effort because when it was first given out, you paid attention.

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!

The post Listening Skills – Pay Attention With More Heart Than Talent appeared first on ConectUS Wireless.

The master prospectors, however, teach themselves to hear at a different level. They hear what people are really telling them. I teach that 20% of your time in conversation should be spent asking and answering questions; the other 80% should be spent listening to what the other person is saying and not saying. You can learn more by listening than you ever can by talking. “Talk and you lose, but listen and you learn” is a saying I coined recently.

Through working with thousands of marketers in the past several years I have witnessed many good people doing most of the fundamentals pretty well. Most people do a lot of what I call “telling and selling,” synonymous with begging and convincing. These people tell all about their great product and opportunity. Their prospects feel like they are being sold and the message is sent – they have to do the same thing also. The prospects and customers get bored and confused.

In a period of silence, I see most people break the code of “the first one who speaks loses.” The salesperson can’t stand it and jumps in inappropriately with a comment instead of waiting for the prospect to talk. They should have been asking questions, listening, and determining the prospect’s problems, desires, and interests. I went through this phase as well. I used to believe that “I could sell anything to anyone; Ice to an Eskimo”, or I had “the gift of gab,” and all the old sales clichés and adages I had been taught. Are you guilty of this?

Almost all of the people I have worked with start out this way. I have learned that by asking and then listening, your prospects will tell you what you are supposed to do. They let you know if they are curious or serious, and if they are suspects or prospects. This usually happens in the first thirty seconds.

Listening begins by learning how to read people by the energy they are emitting. Do they come across as excited and enthusiastic or do they sound lifeless and ready to go to sleep? Are they aggressive from the first words out of their mouth? Are you able to sense their negative or skeptical body language? I can usually size all of these qualities and traits up in the first fifteen to thirty seconds. The fatal mistake average prospectors make is they assume everybody “needs” their product, and they assume they know what the customer wants. People get frustrated when you talk too much.

I have learned that effective listening provides valuable information and assists me to build relationships with my clients. People love to feel listened to! Listening makes people feel special! Have you ever been in the middle of a conversation and the person you are talking to continually interrupt you? Doesn’t this annoy you? This usually stems from someone proving they have to be right or get the final word in. Are you guilty of this? Great listeners who become great prospectors learn that the “less they talk, the more they make”, and they also learn “how to say less to more people.”

Most people don’t really have anyone in their lives who really listens to them without interrupting or judging them. The point was well expressed by Dr. Elton Mayo, who said “One friend, one person who is truly understanding, who takes the trouble to listen to us as we consider our problems, can change our whole outlook on the world.”

Listening is attention, a stroke, a hug, a kind word. When you listen non-judgmentally and non-critically, you sell yourself as worthy of respect and affection. This frees your customers to think, and to like, respect, and trust you. You become the leader they are looking for. A level of trust begins more easily when you are listening. The prospect relaxes and doesn’t feel like he/she is being sold, and begins to share.

Listening not only allows you to receive valuable information but is crucial to establishing a close and personal friendship. Think how valuable you will become with your prospects if you are the only person in their lives who listens! Listening is the art of getting meaning from any situation. “Really listening” builds self-esteem in the speaker, customer, or prospect. It builds trust. It makes the prospect feel heard, understood, liked, respected, appreciated, and assisted.

It also retrieves and processes valuable information and this information truly can be used as power. If you don’t listen well you miss-selling and closing opportunities, relationship-building opportunities, and specific buying signals.

Listening is what I call the better half of conversation. When we use the term “conversation”, speaking is usually what comes to mind first. However, speaking is only part of a conversation and usually not the biggest part. In the end, what makes the difference is what is heard, accepted, and internalized, not just what is spoken.

I have learned a whole new awareness, distinction, and insight, and I have learned the process of becoming a master listener. This is a process of creatively and actively absorbing what people say. Learning to manage your listening, and really hearing what people are telling you allows you to unleash your own speaking abilities. When you treat listening with the same care and concern you put into speaking, then your conversations will have the influence and effect you desire.

Listening is truly an internal process and this skill is rarely taught. It is an art that takes its own attention to detail. You have to pay particular attention to what is being said, not what you think you hear. Listening is often overlooked in leadership training, even though it may be the most important leadership skill. Mastering the art of listening will make a big difference in your life.

As an exercise, I challenge you to spend one whole day in this next week focusing on what you hear and what new information you’ve learned that you may have taken for granted. Teach yourself to pause after someone finishes speaking a sentence and wait two or three seconds before responding. This may challenge you. Average people jump in right away at the back end of someone else’s sentence because they feel they have to be heard. They end up missing half of the spoken sentence because they are consumed with thinking about what to say instead of listening.

Start to catch yourself interrupting people or your prospects. Be humble enough to apologize and to let the person finish. You’ll know you are improving when you start to catch yourself and you start making improvements.

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!

The post Master The Art of Listening appeared first on ConectUS Wireless.

10: Driving all Day

Spend the minimum amount of time traveling and the maximum amount of time prospecting or closing deals. Divide your area into manageable chunks and work each smaller area on a specific day each week. Only deviate from this plan where there is a very good reason such as collecting a certain sale.

9: (Really Cold) Calling

First impressions count big time. Prospect’s care about their business and not yours so have enough research done so that you can talk to them about their business. This will allow you to start to win their trust from the off. You need to stand out from the crowd and convince that your offering will add value to their business and customers

8. Falling Down on Follow Up

Call your customers or drop in to see if there are any more opportunities and that the current service is up to scratch. Send out some e-mails informing of latest developments or new products and follow up with a call. Speak to old prospects to see if their circumstances have changed. Selling is about building relationships; relationships are based on communication so make sure you follow up.

7: Painful Presentations and Dull Demonstrations

Let me start by saying the number of presentations where I have retained the information and which were in some way memorable I can count on one hand. There tends to be a general consensus that they are a necessary evil. In my opinion, this is not the case and they are often used as a bad sales prop and contain reams of irrelevant information. Good presentation skills are difficult to master so the average seller should limit time spent presenting and increase time spent selling. When evaluating your presentations and presentation skills ask yourself ” What is the presentation adding to the meeting?” and always ask this question from the point of the person or persons receiving the presentation. If your average meeting is one hour and your presentation takes up half, could some of this time be better to spend doing something else? How much of the information do people actually want to hear? A simple rule to apply when presenting is far less tell and much more interaction.

6: Stalling Your Sales Engine

Selling is all about the seller managing opportunities so that each action or conversation produces positive forward momentum ending in sales. Set yourself minimum and maximum objectives each time you talk with a prospect and always achieve in between. Ensure next steps and agree time frames no matter how small. Let stalling be your biggest enemy and attack with all your sales might.

5: Losing Track of Time

Time is your greatest resource, be very greedy with it. Ask the question ” Is this contributing to my sales?” for every action you do and for every conversation you have. If this answer is no, you need to change what you are doing or start having a different conversation.

4: Rejecting Referrals

Referrals are by far one of the easiest ways to get good quality leads. I’m often asked when is a good time to ask for referrals. “Is it when you just made a sale?” “Is it when a prospect is really happy with the quality of back up and after service?” Of course, these are all good times to ask but really the very best time to ask for referrals is “now”

3: Running Scared of the Close

The close is a reasonable request at a reasonable time. At best prospects say “yes” and at worst they say “no” and even then you can still change their mind. Ask the question “Can we do business?”

2: Not Getting to Know Each Other

You know why your product is special and can talk about all its valuable features. The prospect knows what makes their business special. To convince a prospect that your product will add value to their business you too need to know what makes their business special. How do you this, you ask lots of questions to find out. Take the time to find out about what’s important to them and what makes their business great. Only then will you be in a position to demonstrate how your product will make their business even better.

1. Alarming Attitudes

With the right attitude and energy nearly everyone can learn the skills required to become a seller and forge a successful and lucrative career for themselves. However, even today sales are still viewed in some quarters as a stopgap career move. Some companies too add flames to this fire by tossing away under-performing new hires at rate of knots. It’s time these people and organizations woke up to the fact to be successful requires proper training, the correct company supports, a varied skill set, and most of all a professional attitude on behalf of everybody involved.

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!

The post Top Ten Deadly Sales Killers appeared first on ConectUS Wireless.

The “trust” question arises more often with the sale of a service, simply because you cannot see or touch the product. This means, there is no visible brand, other than you, so you become the representative for quality. Because of the downward spiral of ethics in business today, it is no longer simply a matter of a product being trustworthy; you must convince your clients that you are trustworthy. What you do and how you are perceived by a potential client sets the tone for how they view your entire organization.

A recent study found that selling competencies for professional service firms are explicitly focused on defining the element of trust from their client’s perspective. The study also revealed after interviewing nearly one thousand people they found that trust has three essential elements in the eyes of a future client.

Candor: Clients value honesty when dealing with a service provider. They want the person to be straight forward about what will and what won’t work about their solution as it relates to their problem. They respect and appreciate your candor so if you don’t know the answer and let your client know that in fact “you don’t know” creates a foundation for a solid business relationship.

Competence: Clients want and need to believe that you know exactly what you are doing. They need to feel there is a low level of risk involved in working with you. Remember, because they cannot see and touch your service, your ability to solve their problem becomes the focal point for your client relationship. Your competence truly represents the product in the client’s mind.

Concern: From a client’s perspective, the most important element of trust is a concern. Clients want to know you not only understand their problems but you have the ability to empathize with them and feel their pain. They want to know you are concerned about them and the business issues that go beyond the typical sales rhetoric it takes to land a new client.

The importance of candor, competence, and concern are essential for developing trust. The absence of any one element can lose a deal. The challenge is that most people when engaged in a selling scenario is that they are not very good at demonstrating each of the three C’s. In both, the study of the professional services and in parallel studies conducted with product sales forces, the element of concern was most frequently deemed missing. Clients felt that while most professionals were competent and/or candid when it came to concern they fell short. They were interested in making a sale as it related to their service. As a result, they failed to really listen for the prospect’s concerns; and when a trust breakdown occurred? The sale ultimately broke down as well.

A quick comparison from the study, using a score of 100 as the highest level of trust shows us that service salespeople consistently score a 35 on concern versus a product salesperson scoring a 53 on the concern. As you can see, when compared with product sales, service providers receive an unexpected surprise. They immediately fall 20 points behind a tangible or product sale in the area of concern. Yet, as professionals, they are used to thinking of themselves as deeply concerned about their clients. They are often surprised and offended if anyone suggests they don’t put their clients’ interests first. As the research shows, this is not how they come across to a potential client. Thus, not only do clients give service providers the lowest ratings on the concern, they judge professional service salespeople to be significantly less concerned about them than product salespeople.

Why do clients see you as unconcerned? There are several reasons: First, service providers listen to what they can solve rather than what is important to their clients. Prospective clients view service salespeople including attorneys and accountants as sharks circling for a kill (we’ve all heard the jokes). Second, service salespeople are often too anxious to get to their solutions and fail to listen to the client’s real problem. Service salespeople are seen as very seldom viewing the problem from the client’s side of the table. What’s needed is an ability to demonstrate their capability, to see the core business issues, and to drive the results that exceed the client’s expectations.

To reinforce and ensure the success of a service-based sale, the one element of trust where you need to score an A+ is a concern. Not only because it is the most important element to clients, but it is also the only trust element that your client can make a personal valid judgment. Keep in mind, it’s hard for a client to judge whether you are competent; it’s assumed that you should be sitting in front of him/her because of your expertise in solving other client’s problems. Candor isn’t easy to judge either. It is tough to tell who is being totally honest and isn’t exaggerating. No matter what the selling scenario, the client will always decide emotionally whether or not the sale will move forward and support that decision with logic.

Why? Psychologically, if you don’t believe someone is concerned about helping you, you don’t trust them. And, lack of concern translates into suspicions about their competence and candor, which influences all three levels of the trust equation. If you’ve ever wondered why you’ve lost a sale you need to consider how often clients have drawn the same conclusions about you. Trust is not a prepackaged emotion, it is something that has to be earned and it can only be developed through the interactions you have with your clients.

One final note; in order to build trust with your market, you must become an avid student of lead generation and marketing strategy. I’ve developed a toolkit that gives you powerful 1-2-3 lead generation techniques that can skyrocket your 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!

The post Build Trust And Win New Business – The Value Of Trust, A Clients Perspective appeared first on ConectUS Wireless.

Assuming you said yes, here’s how to do it. Ask the right questions and listen carefully to the answers, your customer will tell you everything you want to know. Easy, eh?

Well, it sounds easy, but it takes self-discipline to do it right. Let’s start with the questions to ask.

The first type is what is known as ‘open’ questions, meaning that they usually produce informative answers of some length – as opposed to ‘closed’ questions which do the opposite.

Some examples; ‘What are the reasons that you are thinking of upgrading your computer?’ ‘What problems did you have with the old one?’ ‘What tasks do you use your computer for?’

Another question word that is ideal to use for open questions is ‘how’.

‘How do you tackle that problem at the moment?’, ‘How are the high gas prices affecting your industry?’

Those were all open questions. I think you’ll agree that with appropriate open questions, the information the customer reveals will help you make your presentation more focused on what the customer cares about.

‘Closed’ questions have their uses, too.

‘Would this product give you the features you need?’, ‘Is 50 pages per minute fast enough for your application?’, ‘Is Tuesday morning a good time to call you?’

These questions get specific items of information or confirmation that you have understood the customer correctly.

Just be careful that you don’t use closed questions where an open one would produce a better result, it’s a common mistake. Here’s a classic misuse of a closed question.

‘Can I help you with anything?’ How many thousands of times do salespeople say that every day? What response does it usually get? ‘No thanks, I’m just looking’.

That’s a useless answer, and now the customer may be less likely to tell you what he really wants, because he may feel a bit pressured. A good salesperson can improve on this very simply; ‘Good morning sir, my name is XYZABC, if you need any help, just let me know. By the way, we’ve got a special on LKJHGFDS at the moment’.

Develop a set of good, relevant open and closed questions to use when you are talking with customers. After a while, you will find that you can frequently ask more or less the same ones every time. It helps because you then don’t have to think so hard about what you are going to ask next. Instead, you can concentrate on listening carefully to the customer’s answers.

That part is critical, of course. It’s little use to get a flow of good information coming from the customer … and then ignore it. I call this ‘Professional Listening’.

Now that the customer has revealed what their reasons are for being interested in your product or service, you can respond so accurately they may tell you,

‘You’ve read my mind’

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!

The post Mind-Reading – For Salespeople appeared first on ConectUS Wireless.

My Cake:

I tried to make a box cake. How I did it is I put all the ingredients in a mixing bowl and started to stir it. But somehow I ended up with a real mess that I threw out in frustration.

What I learned the hard way was with certain recipes you need to mix part of the ingredients first separately from the other ingredients. Then you mix them together. If you don’t do it in a certain way and in a specific order you end up with problems.

The same is true with customer’s objections.

Here is the recipe for overcoming customer’s objections.

1. Listen to the complete objection – I have witnessed too many salespeople start listening to the customer’s objection. Then before the customer finished the salesperson enthusiastically jumped in and started to overcome the objection. Unfortunately, the salesperson read the customer’s mind wrong and overcame the wrong objection, and didn’t make the sale. I suggest you not interrupt the customer when they are voicing an objection. I even like to have a brief pause when they are done talking to make sure they didn’t just take a breath and we’re going to continue.
2. Restate the objection – Rephrase the objection back to them in your own words. This lets you both know that you got it.
3. Tell them you understand and ask if they have any other concerns – Don’t be afraid to ask for more. Get them all out now so you can resolve them.
4. Overcome the objection – How do you do this? That is the next session. I’ll show you how to overcome 90%+ of all objections.

Use this approach and watch your closing skills soar.

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!

The post The Recipe for Overcoming All Objections appeared first on ConectUS Wireless.

Like a lot of others, I have become interested in the game. I find it a very interesting study of people’s personal belief systems, behaviors, and attitudes. I’ve watched poker on TV a number of times and usually, the commentator will explain the basic rules for the uninitiated. One particular individual begins by saying, “It’s a simple game really.” That’s true. Yes, it is.

But there is another poker saying that is even more descriptive and critical to understanding. “It takes a few minutes to learn and a lifetime to master.” It’s this statement that separates the master professional poker players from the herd and keeps the pawn shops in Las Vegas and elsewhere in the business.

That same statement can apply equally to the selling profession. It’s easy to enter but it takes a lifetime to master. Like the poker world, the selling profession’s ranks are littered with broken failures and starving under-achievers.

I have observed that the exact same set of behaviors and attitudes exist in the under-achievers in both groups. Let me share some of the more common examples.

1. In both fields, many put their bankroll of money or their bankroll of their earning potential, ie. their time, on the line without proper study of the game.
2. Many studies only one teacher or one system, believing that to be the best while closing their minds to the wisdom of all others.
3. Many expect to win virtually every hand, tournament, session, or in the case of a salesperson, every selling opportunity.
4. When something doesn’t work, as will eventually happen to everyone, many will look for someone else or something to blame. That could include the other players in the game, the cards, the dealer, or their own bad luck. In the selling business, it will be the customer, the competition, their fellow salespeople, their manager, their product or service, or their company.
5. At a poker table, many will allow other participants to mess with their heads while the game is on, rather than understanding their emotions and exercising proper control of them. Salespeople do that all the time when dealing with customers when they have lost personal control.
6. In both groups, there are those who refuse to take the opportunity of learning from their mistakes, or their miscalculations. Master poker pros keep notes, analyze stats, and review the session’s events in their minds. Surprise, so do master salespeople.
7. Master poker players ‘read’ their opponents, carefully observing body language and other subtle things to pick up information that they will use to edge closer to their ultimate goal, getting paid. Master salespeople do the same because they know, getting paid is good!
8. Master poker players understand that while they have a style, they need to make adjustments to their game based on the opponents they are facing. Hmm, master salespeople do that too because they have acquired the skills that allow them to do just that.
9. Master poker players never pass up the opportunity to learn something new. Their brain is never full. Master salespeople are always taking a course, reading a book, or attending a seminar.
10. Master poker players work hard but they enjoy abundance, recognition, and the joy of doing something they love with a passion. Master salespeople breathe that same rarefied air.
11. It is said that poker is a game that rewards aggression, however aggression that is blind leads to disaster. Aggression that is calculated and controlled wins tournaments. Selling is no different. Overly ‘pushy’ salespeople step on a lot of selling landmines while masters know precisely when to close the deal.
12. Most long-term poker masters do not lose control of their emotions when they have a setback. Yes I know there are always exceptions but they are not the norm. The same holds true for master salespeople.

The most glaring similarity between average amateur or poor poker players and under-achieving salespeople might very well be this.

They make a very bad play, technically and simply ”suck out”. It happens in poker and in the selling business all the time. This “sucking out” on occasion might be the exact thing that keeps these people consistently poor over the long haul. Why? Because it gives them the illusion that they actually did something the right way because it brought some measure of success.

This will cause them to repeat the mistake, again and again, resulting in far more losses than wins. That’s great news for the real professionals because it keeps the money flowing to them. “Getting paid is good!!” So, as you can see, successful selling is a lot like playing “Texas Hold’em”. The great thing is, in selling, you personally get to choose how you will be ranked in the world!

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!

The post Successful Selling, It’s a Lot Like Playing “Texas Hold’em” appeared first on ConectUS Wireless.

One very effective way to deal with objections is to preempt them as part of your presentation, you will be aware of the four or five concerns that your average prospect has so you can incorporate them into your presentation. This can be effective at promoting you and your company in a professional manner. Rather than operate a head in the sand approach, you tackle these reasonable concerns as part of your pitch coming from a position of strength and demonstrated that you do not run from the hard questions.

When dealing with objections it is important to be aware of body language and unconscious communication. I sat in on a presentation reasonably and the salesperson was interrupted mid-sentence and asked a hard question with regards to a competitor. While he verbally came across quite well and was able to deal with the issue, the difficult question prompted him to fold his arms and promote a closed stance. This subconscious communication gave away the fact that he was uncomfortable with the question and probably was one of the reasons that he was unable to secure the deal.

I will not be dealing with particular objections as part of this piece but rather giving you a four-step technique for dealing with any objection. Try to remember that objections should be welcomed and they mean that you are in with a good chance of selling.

The first step when dealing with the objection is to acknowledge the concern. Ensure that you make the prospect aware that you understand where they are coming from and their concern is reasonable.

The second step is to qualify the objection, find out exactly what they mean for instance “time to think” means what? What is it that they need to think about? Are there still some issues that you haven’t dealt with? What are they not convinced about?

The third step is to re-sell the corresponding benefit, this time been aware that your approach first time round didn’t work so you will at least have to expand and take different angles to re-enforce the point

The final step in dealing with objections is to seek agreement with the prospect. Ask them if they are happy and understand what you said and that you have been able to relieve their concern. Obviously, if the answer is no, you will need to do some more convincing.

You need only to become skilled at handling the most common objections don’t worry about strange or once-off objections. Practice and role-play objections as the more times you deal with the particular objection, the better you will become.

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!

The post Handling Sales Objections appeared first on ConectUS Wireless.

1. Message: Have a compelling message

2. Audience: Share that message with a lot of people

3. Proof: Provide proof to back up your claims

If you really want to increase your sales you can either improve your message, increase the number of people that you share your message with, or better yet do both. In this article, I will talk about how to improve your message.

Message Defined

Let’s begin by defining what a message is not. Your sales message is not a job title such as “business coach”, “health insurance agent” or “Mary Key Representative”. Your message is a brief description of the results that an individual can expect to receive from your products or services. In my case, my core message is: “I help salespeople, coaches, consultants, and network marketers close more their new sales opportunities.”

If after having read my sales message you thought that it sounded eerily like an elevator speech you would be absolutely correct. Now I know that most of you reading this hate the idea of the elevator speech but I encourage you to read further before making a final decision. In my opinion, this is the single most valuable weapon in your sales arsenal. Your sales messages will become the basis for all of your marketing. Your direct mail, your websites, and your cold calls will all be more effective if you learn to use the results that you deliver.

The Value of the Message

The reason that most people hate the idea of using an “elevator speech” is that they think that the listener will hear it and cringe. In actuality what happens is the beginning of a great conversation. In response to the message that I shared above I always get the same reaction from people that have to close sales: “How do you do that?” I have never had anyone say: “Oh, that’s an elevator speech isn’t it?” When I was actively selling dental insurance my message was: “I provide employers a new design in dental insurance that has premiums that are 25% to 40% lower than other plans and that pays for itself with two cleanings per year.” At almost every networking event that I attended this opening generated at least one good conversation that resulted in a sales opportunity. Had I simply said “I sell dental insurance” I would never have had half of the opportunities that I did.

Creating Your Message

The easiest way to create your sales message is, to begin with, a list of every service that you provide and/or every product that you sell. If you only sell a single product then begin with a list of each feature. Now look at each entry and ask yourself what the benefit to the user would be. Most of your products and services will have numerous benefits to your customers. Your goal is to create as comprehensive a list as possible. The bigger the list the more effective your marketing will become. Over time you will want to use different messages with different marketing endeavors as a way to test each. You want to find the one or two messages that generate the best response from listeners and/or recipients of other marketing mediums such as direct mail.

Conclusion

While it may be uncomfortable at first, you will find amazing results when you get into the habit of using a strong sales message both in your personal contacts and in your marketing. I would encourage you to try it and see what happens before you pass judgment. In the immortal words of the Alka Seltzer commercial “Try it, you will like it!”

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