You should already be experiencing a change in your sales results using the four sales tips we’ve been discussing these past weeks.
Each is simple and very easy to inject into your sales approach. And none of them cost you anything to implement…just a little attitude adjustment in your approach.
Now let’s touch on the last of the five tips.
Tip #5: Gather the Objections
We watch our clients get tied up in knots when prospects offer reasons they cannot/will not/don’t think they can take advantage right now.
The thing about objections? After a bit, the same ones show up over and over.
And objections are really just worries about things your prospects don’t know or understand. When someone is confused or aren’t following your offer, they don’t buy.
By now—if you’ve been in business for even as little as a few months—you can make a list of all the objections you hear when you are selling.
Next, take each objection and turn it into a question or several questions.
Then take the questions you’ve written, and write out clear, concise answers to each.
Now figure out how to include those answers in your sales script before your prospect offers the objection.
When you address the objections before they become objections, your prospect will feel more comfortable and informed about what you are offering…that solves their problem.
Now you should have no objections standing between you and your close. Your closing rate will begin to climb.
You have five solid ways to improve your sales efforts. Integrate them all, or just a few, and you’ll see rapid improvements in your sales.
Which means more money in your pocket.
But I doubt you needed me to translate that for you.
Go forth and do great things,
Martha and Chris