Have you ever noticed the “pitch men” on the television commercials? The next time you see one, do not dismiss the commercial. Pay close attention! If you listen carefully, you will likely hear some “great sales techniques.” For example, have you ever heard one of these “pitch men” saying something like this? “If you order two boxes of our “Super Suds” dishwasher detergent today we will give you a third box free.” Or perhaps you have heard something like this. “Call within the next 10 minutes and we will include ABSOLUTELY FREE our handy dandy, super absorbent, long lasting, specially imported, ...
Sometimes I get what I think is an objection in the middle of my presentation. Should I try to answer the objection then or is there a better way to handle that?
Sometimes when we do a good job of giving a Feature, Advantage and Benefit presentation we just don’t get the excited “buy in” we are looking for from our prospect. There could be any one of several reasons for a less than exceptional reaction. For the purposes of this article, I am going to concentrate on just one reason and explain how to fix it. Read the following benefit statements aloud. “Mr. Prospect, the new management skills that your managers will have at the end of each monthly session will help them improve productivity and profitability.” “Mr. Prospect, the new tread design on ...
Do You Have an “Elevator Speech?” The other day my son called me. He is a new, but already successful, young internet entrepreneur. He told me that he had been invited to a luncheon of businessmen and that he would be given 60 seconds to introduce himself to the group. He told me that he had gone onto this web site to use the FAB Script writing tool to prepare what he proudly referred to as his “Elevator Speech.” (If you are a member of this site, you have free access to this great tool.) It is obvious that he had ...
As salespersons we know that occasionally (really more often that we like) we are going to get an Objection. The question is, “When do we handle those objections.” For many years professional salespersons have followed a practice of handling objections at four different times in the sales process. Understanding exactly which objections should be handled at which places in the sales process is another of those great sales techniques. The four times to answer an objection are: (1) before it comes up, (2) immediately when ...
