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
Here’s an sample sales call dealing with sales objections pulled from our field experience.
My team and I were working with an NHL team that was selling a complex sponsorship package to a small to mid-sized furniture chain around Columbus, Ohio. In this particular situation, the sales rep was selling this package to a furniture store with four locations.
The sponsorship package consisted of a digital footprint, in-game signage, which would drive some traffic to the organization’s website, as well as other media including a mix of radio and TV ads. And they were also trying to sell a little hospitality which included a visit from one of the players to come to store openings, and the grand re-opening Continue reading
Here’s a quick story about the first step in resolving 4 common sales objections, assessing the objection.
Have you ever heard the story of how McIlhenny’s Tabasco sauce got started?
Before the Civil War, the McIlhenny family lived on an island along the coast of Louisiana called Avery Island. If you look at the bottle, you’ll see a picture of Avery Island, right there off the coast. The island was just a great place to live – it had sugar cane, fresh water, and cattle. The McIlhenny family loved it there.
When the Civil War broke out, some troops were stationed on the island, and they ended up killing the cattle, burning the sugar cane, polluting the water, and further devastating the island. Continue reading
In a previous post, we discussed 10 quick sales prospecting ideas to boost your sales. All those ideas dealt with using social media and online properties to make yourself known to potential prospects who are searching online for what you do.
We know that most of your potential customers do their research online. And by the time they begin calling on salespeople, they’ve already decided on what they want to do. Continue reading
Here’s something I noticed about good salespeople. During their presentation, in particular when they are delivering their prescription to address the challenge, a good salesperson will have the awareness to recognize buying signals, warning signs, and objections. It’s these signals that will lead us into the next phase of the sales process, the dialogue. Continue reading
Contrary to popular belief, sales prospecting is not dead, and cold calling is not the boogeyman everyone has made it out to be.
Don’t get me wrong. I think picking up the phone and calling people you don’t know so you can sell them something that they don’t want is a colossal waste of time. And it generates a lot of bad blood to boot. But that doesn’t mean you should simply forego picking up the phone and communicating with people. Continue reading