How to Overcome Sales Objections With the Right Response

overcoming sales objections by responding to them

We have reviewed how to identify sales objections and separate out true concerns from the trivial pursuits. We reviewed the types of real sales objections that we encounter in the sales process. And we reviewed the best time to address these objections. So now it’s time to look at how to overcome sales objections through our responses.

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What is the Best Time for Handling Sales Objections

the best times for handling sales objections tyson group

I remember attending a sales call with one of my salespeople back when we were expanding our performance sales training organization. He had landed an opportunity for a sizable, in-house training deal and he knew he was going to get some resistance with a deal of this magnitude. He wanted me to join him and give him some coaching on handling sales objections during a presentation.

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6 Types of Common Sales Objections You Need to Know

6 types of common sales objections

In a previous post, we outlined a process for resolving sales objections. It’s a way of adding some stability, scalability, and repeatability to the sales process. In other words, all members of your sales team, from the freshman sales rep to the seasoned saleswoman, now have a way of producing repeatable results when resolving common sales objections. 

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How to Resolve Sales Objections Quickly and Easily

resolve sales objections puzzle Tyson Goup

In one of our sales training sessions, a participant asked me for ideas on how to avoid some of the objections she was getting from her prospects. Now, in these situations, my experience is if one person asks a question, then there are at least 5 other people with the same question simmering just below the surface.  And for a hot topic like this, the majority of salespeople want some way to resolve their prospects’ sales objections that not only makes them look good and helps them get to close deals faster.

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Presentation Delivery Secrets You Need to Know to Support Your Salespeople

outstanding presentation delivery secrets from Tyson Group

Looking for ways to boost the performance of your sales team?  Want to give your crew some easy wins? Here’s how you can coach your team in their sales presentation delivery that will have a big impact on their closing rates.

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When Opening a Sales Call, You Need to Stop Doing These 2 Things

smart phone opening a sales call tyson group

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.

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6 Simple Tactics That Will Boost Your Listening Skills

listening skills for resolving sales objections

In a previous post, we talked about the cushion. It’s one of the communication tools you must develop if you want to dominate resolving objections. Another communication tool you’ll need to develop are your listening skills.

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How to Tell Genuine Sales Objections from Insidious Put-Offs

sales objections put-offs fingerprints

Here’s a question about sales objections I encountered a lot when we did lead generation work:

I keep running into objections before I even have a chance to introduce myself. What is the best way to overcome “I’m too busy,” “I do not have time” or “Call back in two months?”

One of the challenges we face with sales objections is knowing when we have a bona fide objection as opposed to the prospect simply trying to get rid of us. 

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How to Use the Verbal Cushion in Resolving Sales Objections

verbal cushions sales objections tyson group

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.

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