To close the sale, you don’t need special skills. Now, back in the day, companies trained specifically on the sales close. In fact, some companies had sales manuals dedicated to special closing tactics. There were even sales training programs that focused on special closing techniques.
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In the last post, I recounted a study from Mutual of Omaha that examined and challenged this myth about the sales close.
If you recall, out of 1,000 really good leads who were poised to say “yes” to the deal, only about 7% closed because the salespeople didn’t ask for the sale.
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This post on sales responses was originally published on Oct 21, 2016 and updated on May 15, 2019.
When we get our prospects to clarify their objections, we want to get them to specifically identify the problem or challenges they are finding with our solution.
Remember, our overall goal is to get the prospect to say something. You’ve got to get them to say either yes, no, or maybe.
And for the record, maybes suck. Continue reading
In the last post, we reviewed three steps to resolving sales objections and in doing so, we brought the sales process closer to achieving a commitment. Those 3 steps were:
Now, here’s the kicker when resolving sales objections: The more specific the objection you’re facing, the better chance you have of resolving it!
We are excited to announce that Tyson Group has been named as a finalist for the IES 9th Annual Institute for Excellence in Sales (IES) Awards in the Sales Training category . Continue reading
Here’s a tip I’ve learned in my travels through the sales landscape – words matter! The words you use help frame the situation. And how you frame the situation will either expand or limit your options in resolving objections and mastering negotiations.
Consider the negotiation process. There’s plenty of phraseology out there that highlights “battling” an objection. Now, if I’m trying to do business with you, I don’t know if we are necessarily going to do battle. I think the wiser choice is to first find out where we both agree. Continue reading