Do Business Well

Enthusiasm will turn the worst salesperson into a successful mover of product. Finding the need and filling it creates professionalism, repeat customers, and higher tickets. The understanding of objections and the proper method of handling them adds a measure of depth and confidence that will help you enjoy selling and reduce the anxiety surrounding the sales situation.

Only interested customers raise objections—disinterested ones will agree with everything you say . . . until it’s time to hand over the credit card.

Many are the occasions where I’ve made a flawless presentation to a potential buyer who said “uh-huh” fifty or so times as I entranced him with my story. The order seemed to be in the bag, since no objection was raised at any point, not even about the price. When it seemed like a good time to ask for the order, my request would be met with “No. I don’t need any today. I’m really not interested.” Continue Reading »

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There are dozens of methods of contacting prospects. The following are the most popular methods:

Over the phone

The quickest and most cost-effective way to get around is by phone. Although this has a down-side — you can’t see the customer, his face or his expressions — the phone should be used to obtain interviews where you can sell the opportunity.

Just bear in mind that a telephone call can be unwelcome. You are intruding on the prospect’s time. So make what you have to say short, relevant and of interest to the prospect. Your phone call must, within seconds, convey a benefit which will be of interest to that prospect.

Do not try to explain networking over the telephone. This rarely works. You want a face-to-face interview lasting just 10 minutes with the prospect to drop off material. If you can obtain that, and the prospect is interested, you can be sure that your appointment will last considerably longer. Continue Reading »

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There are four main steps to handling objections:

Step 1 When you receive an objection, listen carefully and sincerely to what is being said. Show a genuine interest in what is being said. Maintain eye contact. Don’t interrupt. It is much better that the prospect verbalises the objection completely than to stifle it. If a customer says: ‘I’d like to think it over’ and you don’t probe, you’ve lost a customer. Ask: ‘Mrs Smith, you wouldn’t want to think it over unless you had something that is bothering you. What seems to be the problem?’ Merely sharing the anxiety that leads to the raising of the objection helps lessen it.

Step 2 Make sure you fully understand the objection by repeating it back to the prospect in question form: ‘May I just check this? You feel because our company is new on the market it might be preferable to join a more established company?’ Continue Reading »

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