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Overlooked Secrets to Resolving Sales Objections

resolving sales objections using cushions

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:

  1. Remind them of their need.
  2. Remind them that your offering addresses their need.
  3. Create a colorful description of them experiencing the benefits provided by your offering.

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!

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Tyson Group selected as a Finalist for Excellence in Sales Training

Tyson Group selected as a Finalist in the Sales Training Category by the IES 9th Annual Sales Excellence Awards

IES Finalist for Excellence in Sales Training

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

3 Steps to Resolving Objections and Winning the High Ground

resolving objections and negotiations in the sales process

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

How to Build Better Responses to Sales Objections

price and value in negotiating sales objections

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

How to Resolve The Top 4 Financial Sales Objections

financial sales objections cost price budget value

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

9 More Sales Prospecting Methods to Boost Your Brand and Your Sales

sales prosepcting to boost your brand and your sales

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

Did You Verify Your Prospect’s Buying Signals?

verifying buying signals in sales traffic light

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

10 Quick Sales Prospecting Ideas to Boost Your Sales

sales prospecting ideas to boost sales

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

Sales Presentation Factors for Persuasive Prescriptions

sales presentation persuasive prescription

In a previous post, we looked at a few requirements to move the sale forward. We need to get into the prospect’s mind and answer 5 questions. We must also supply evidence to back up our claims. And we must provide third-party validation to ease the prospect’s concerns. Continue reading

Sales Training Exercise – Don’t Let a Sales Objection Stop Your Process

sales objection sales process

As salespeople, one of the challenges we have when encountering a sales objection is we tend to react in the moment.  Now, don’t get me wrong – I’m all for flexibility and spontaneity. In fact, I think salespeople need to be more spontaneous and flexible.

However, when someone puts forth an objection, you have to first get them define, defend, and explain what they are objecting. Otherwise, you’re simply reacting to your interpretation of the prospect’s statement.  Which means you’ll miss the opportunity to address their real issue. Continue reading