How To Close More Sales & Overcome Objections

2008-12-04T09:14:00.000-08:00

If you are on this blog it is you probably fit into one of two categories:

You are a brand new sales person and are looking for ideas.
You have been selling for a while and are looking for new ideas.

In fact there may be a third category of someone who has no interest in sales but has just happened to come across this page!

I have been in sales for nearly six years now and have picked up ideas from many books, e-books, training course and succesful sales people.

Now I'm not going to discuss the whole sales process as that is for another day. I am going to concentrate on one particular area of sales and that is the close.

I still find the close the most nerve racking part. Even though I may have had buying signals throughout my conversation when it comes to ask for the business people don't always act like I would expect them too.

One areas of closing I have been looking to improve is overcoming objections.

An objection is not always a rejection. Far from it. The client may be putting up a smokescreen in order to get more information. There are obviously some terminal objections. For example if someone has just lost their job they won't want to buy redundancy insurance.

But other objections can be an opportunity to keep the conversation going with the client and to build up a deeper rapport.

You have probably come up with some ideas that have worked and others that haven't. It is one of the reason why I buy so many books on the subject. One book may not have any ideas at all where the next book may be filled with great comebacks. But it takes time to build up a bank of great comebacks.

I do like to try new things. Sometimes they might make you feel a little uncomfortable but try different ones with your clients a few times. It depends on your client type and your personality but you will find your own way.

One of my personal favorites is

"I know you're busy, and so am I -- but just take two minutes to get the info and then YOU BE THE JUDGE ... I mean if you saw a hundred dollar bill sitting on the sidewalk, you'd take a second to stop and pick it up, wouldn't you? ... I know that's a cheesey example, but I just want to introduce myself and LET YOU KNOW THAT WE'VE HAD A LOT OF SUCCESS in helping business owners just like yourself ... Hear me out for a second, OK?"

As I have said I have read and bought a lot of different books. Sometimes they have a lot a filler in them but not much content.

I can personally recommend www.sales-rebuttals.com

Not only do you get an e-book full of ideas on how to deal with objections but they are written in a way for you to try straight away.

Have a look at www.sale-rebuttals.com and decide for yourself.

Improve Your Sales & Closing Techniques

How To Close More Sales & Overcome Objections