There are times when a prospect will give us an objection that catches us off guard. We may not have heard this objection before. We may have heard it before but did not handle it well in the past. We may have heard it before but do not recall how to respond. This is when a great sales technique of stalling for time is very helpful. For example, a prospect gives us an objection and we immediately are aware that we are not prepared to handle it well. We need some time to think … and … ...
Why Doesn’t a Qualified Prospect Buy Now? It is not uncommon for a thoroughly qualified prospect to stall on making a buying decision after he has heard a perfectly delivered feature, advantage and benefit presentation on a correctly priced product/service that is exactly what he wants/needs. Read on and find out why? Often after a prospect has heard a presentation and has been asked to buy, he puts up some resistance to buying at that time. Very often what he says has a tendency to cause the salesperson to lose momentum and ultimately bring the sales process to a halt. ...
Zig Ziglar, one of the most well known sales authorities of all time defined selling. Zig said, “Selling is the transference of feelings. If I can get my prospect to feel about my product or service the way I feel about my product or service, he will not only want it … he will demand it.” To persuade someone, it is not nearly enough to get them to think as we think, it is imperative that we get them to feel as we feel. Getting a person to feel the ...
Is Everyone a Prospect? Yes! Really? Sales and income are lost when a salesperson does not know how to: find the persons who should buy his product/service; recognize when a prospect has an interest in his product/service; identify the level of interest; create or increase the level of interest so as to produce a qualified prospect. Is everyone a prospect? Yes! Really? Of course! He is a prospect for someone. Whether or not he is a good prospect for us is what we must determine. Each of the various sales areas requires the ability to identify prospects for ...
[caption id="attachment_193" align="alignright" width="225" caption="It is a Warning, NOT a stoplight."][/caption] Many years ago, I can recall as a new salesperson, how disappointed and frustrated I was when confronted with Objections. Fortunately, very early in my sales career, my company sent me to a sales training course. It was taught by a man named J. Douglas Edwards. I was to learn that he is considered to be the greatest sales expert ever. Doug Edwards actually created many of the great sales techniques that professional salespersons use today. Tom Hopkins, ...
How often are salespersons found to be surprised, even shocked, when we do not close a sale that we thought was a “sure thing?” This happens too often. One of the principal reasons this happens is that the salesperson was never actually dealing with the REAL decision maker. For the purpose of this article the term “decision maker” will mean the individual or the set of individuals required to approve a purchase. As the great J. Douglas Edwards was fond of saying, “If we are NOT talking directly to the decision maker, pack up and leave; unless we just want to ...
