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One of the most common objections that salespeople face is related to price or cost. Prospects will often say “it’s too expensive.” What this really means is, they don’t yet see the value of the product outweighing the money they need to pay for it. As the salesperson, your whole job is to help them see the value, benefits, and features! Soften the objection. If they object in a forceful way, you don’t need to respond right away. You can first soften their objection by rephrasing what they said in a more friendly way. Or you can repeat what they said with a question mark at the end (for the second technique, your voice tone is crucial).
He also presses on characteristics that make a great salesman (and a decent human being): credibility, sincerity, and a positive/resilient attitude can separate the wheat from the chaff. H in the heart of your sales career is honesty, E is ego and empathy, A is your attitude toward you your prospects and profession, R is for physical, mental, and spiritual reserve, T is for tough—and the toughest thing is love" Whether customers come to you or you are the one looking for them, no one can rule out the possibility that you will receive a flat rejection or harsh disparaging words from customers. In such situations, it will be very helpful to mentally prepare yourself in a positive way. If they stood you up before, they could not say ‘No’ to you in person — so you’ve got the sale in your hand now. Impossible Child Close A bit of humour can work wonders: “so ladies and gentlemen if you don’t want to cut your hand I would recommend keeping it out of the machine”Getting to that yes takes a lot of patience and persistence. Prospects will often say no before they get to a yes. The problem is, many salespeople give up before they reach that yes. Warm, descriptive words create images and sounds that have a significant impact on customer decisions. You need to become a “language expert” to truly reach the pinnacle of your sales career. PART V – DETAILS THAT CANNOT FORGET IN THE SALE PROCESS
Sales closing, or getting a prospect to agree to a deal and sign a contract, is how reps make their quota and how businesses grow revenue. Sales can be a tough profession. Many salespeople face constant rejection as part of their job. On top of that, sales doesn’t have the best reputation in the world, so it’s easy for beginners to get discouraged. Many people do not understand that a "good" salesperson is someone who can get people to buy something they don't want or never need. Today, the professional salesperson is a true mentor who can pinpoint the needs of the customer and then fulfill those needs in a practical way.Some of your best prospects say they are not interested, even though they know they want or need your product, but think they are not in the position to buy right now Ownership Close We lived happily in our house, but two bedrooms are not enough for the whole family. So we had to move. If you like a cozy atmosphere around the fireplace, gazing at the trees behind the wide windows on an autumn day, away from the hustle and bustle of the streets; or if you like a shady yard in summer, or clear sunset skies on a winter afternoon; a space so quiet that the sound of frogs can be heard clearly in the spring. You can also enjoy the convenience and convenience of the city then you will probably like our home. We hope so, we don't mean that roof has to be lonely and empty as Christmas approaches." He puts a modern twist on Zig’s timeless teachings and offers a fresh perspective on applying Zig’s way of selling to the modern day. Make a list of 5 reasons your customers win. For example, does your product save them money or does it last for years? The best salespeople have 100% belief in their product or service, which is the source of their enthusiasm and persistence.
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