Here’s an interesting point I noticed in my trainings. When it comes to objections, salespeople do their best to avoid them. Overall, sales reps are usually looking to find things that are contribution-biased, things that are in their favor. They really hate to bring up objections. So most sales reps don’t even bother asking for objections. Instead, they hope to avoid them, not realizing that anything they’ve bought in their lives they initially objected to or compared and contrasted, weighing out reasons for buying vs reasons against buying.Continue reading
Sales reps are still being taught old school tactics that don’t work in today’s digital business environment. In a previous post, I reviewed how the much maligned cold call has become ineffective because of the outdated practices still being used to execute them.
The same can be said for opening a sales call. If you want to to be effective when opening a sales call, you need to drop the old-school behaviors that some organizations are still teaching. Here are two examples of behaviors you need to stop right now when opening a sales call.Continue reading
When you’re in the field, your sales activity requires the use of various communication elements, like the verbal cushion. To be effective in sales, you need to know how to communicate with your prospect. However, you also need to be adept at using the various communication elements at your disposal.Continue reading
Back in 2016, I penned an article for SellingPower that addressed selling and opening the sales call in the new digital era where we are inundated with apps, devices, and instant price comparison.Continue reading
This post on cold calling was originally published on Dec 19, 2016 and updated on June 19, 2019.
I was reading a blog post put out by another sales trainer titled “7 Ways to Make Cold Calling Easier”. It got me wondering, where do these tips come from? Were these ideas formulated by this trainer or were his insights rehashed from basic advice you can find anywhere? Was his advice based on empirical data, or was it based on opinions from his experiences in sales? And at that moment, I had an epiphany. This wasn’t the first time I came across a basic ‘tips to cold calling’ post. And it wasn’t the first time I was turned off by an article like this.Continue reading
Sales Wisdom I’ve Discovered in my Career
Throughout my time in sales, I’ve researched numerous complex theories, process descriptions, tactics, and strategies. In addition to these, I have also come across a number of quips from sales gurus who try to encapsulate sales success in a simple phrase that can be easily understood, even by a 5th grader.
For example, Zig Ziglar was famous for saying, “Either you’re green and growing or you’re ripe and rotten.”
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.Continue reading
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:
- Remind them of their need.
- Remind them that your offering addresses their need.
- 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!