How To Improve Your Sales Skills

One of the biggest problems for many business owners is the ability to overcome objections. In fact, for many, this skill could be the difference between succeeding and going back to being an employee. Since none of us want to do that, we need to hone our sales writing skills and our in person skills. This article will discuss the in person skills.

Objections stop sales. Period. The customer says, "No". Listen to the objection. For example, the customer says, "It's too expensive". Don't walk away or hang up, listen. Do they really think it is or is this just a knee jerk response. Is he/she trying to buy time, make up their mind. Tell them about the product, benefits to them, how it can help their business. Listen to your customer. Let them finish before immediately jumping in and responding.

Don't over-react by interrupting while they are speaking. First of all, you cut them off, which upsets them, and secondly you appear as if you are dying for the sale.

Let the customer finish speaking. Be empathetic. Show you understand the concern and then deal with the objection. If it's price, agree, that while it might seem high it's not when you consider how the product or services saves time, helps them cut costs, helps expand their business and so on.

Look for solutions. Ask for less. Many times a customer will say they are happy with the person they are doing business with. In fact, it might be a family member or a relative. Hard to argue against. See if you can get part of it. Say, that's fine. Tell them you just want them to give you a chance to show them what you can do for them. Point out it is always better to have more than one company supplying a product or service. A good example for this area is when the seller is already with a Realtor, or is adamant about selling it his/her self. Point out that your consulting with them, or working with them, just gives them another avenue to help them move their property. Remember, it's never a good idea to knock the competition.

Concede the point. Sometimes you won't be able to contest the objection. In that case, go around it. For example, Yes, they are a good publisher, they do good work at a good price. I'm good too, I can get you what you need faster for the same price. Let me prove it to you.

Give in. Sometimes an objection can't be overcome. But unless it's a one-time sale, you're looking to build a long-term relationship. Understand that the client isn't currently in a position to make a purchase or that your service doesn't match their present needs. Let the customer know you'd like to help them in the future and stay in touch. Again, for those in Lease Purchasing, remember sometimes you can't be a part of a deal, this is where following up with a brochure or seeing if a consultation is possible, may work.

After addressing an objection, always finish by asking "Does that answer your concern? This does two things: One, it lets you know whether you've satisfactorily answered the objection. If you haven't and don't ask, the person may have decided to forget the sale. Two, it moves the process along. You've finished with the objection, and you're ready to move on from there.

Sometimes it helps to personalize the benefits for a particular customer, so know your stuff. This shows your client you know their needs, and again stress the benefits to them. Remember, you need to think like your customer.

Some additional tips when dealing with objections.

Always ask the customer to explain the objection in more detail. In the explanation you may find an answer to that objection.

Stress what the client likes. If an objection comes during the closing - for example delivery - go over the quality, price or other things the customer likes. This give them a positive feeling about the product/service and the objection is less important.

Compromises. Price is negotiable. If objections are other than price, make them negotiable too. For example, if the objection is service, offer other ways they can reach you, a private number, as opposed to your office number.

However, remember sometimes a client is going to be unreasonable. They want you to cut your prices too much, want more than you can give, or you don't have a good feel about the person or for the deal. In that case, walk away. Be professional, thank the individual for their time, but walk.

If you need additional help in this area, check out our Expert Tape Series at:
http://www.homebusinesssolutions.c om/products/products.htm

Copyright 2000, DeFiore Enterprises

Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our "how to" Home Business Solutions Digest, it's like having your own personal coach: mailto:subscribeHBS@homebusinesssolutions.co

---

Sales Marketing: 10 Explosive Strategies To Amplify Your Sales

Marketing is a skill. Once you master it, you can... Read More

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated... Read More

Objections Are Buying Signals? Usually!

How well do you handle objections?The fact is, most people... Read More

Top 7 Psychological Triggers For Unlimited Sales

Did you know that there are specific psychological triggers you... Read More

The Unmentioned KEY to Selling

PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST.... Read More

Growing Sales Through Creating Connections

Your mission as a business owner is to develop a... Read More

It Is Not The Price That Is Keeping You From Making The Sale

Most salespeople are under the false belief that the lower... Read More

Success Secrets Of A Famous Vacuum Salesperson

I have to admit, I have an 'addiction'.Sometimes this addiction... Read More

Closing The Sale

So -- you've just gotten off of the phone with... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up... Read More

One Simple Persuasion Secret That Will Blow The Roof Off Your Sales

The next time you're shopping for clothes in a department... Read More

Get Leverage & Increase Your Sales Results Immediately!

Have you ever started something and not completed it? Or... Read More

Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.

Implement these smart sales marketing secrets and you'll be capable... Read More

Three Types of Salespeople

"There are three kinds of salespeople; those who make things... Read More

Date Your Customer!

Yes, you heard me right; I said "Date your clients!"... Read More

How To Write A Killer Sales Letter

I sit down and look at my notebook. Then, I... Read More

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I... Read More

Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales

A lot is written and talked about in regard to... Read More

Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're... Read More

The Reason Why They Buy

If you're a business person you want to sell your... Read More

Seven Critical Qualifying Questions

Training your salespeople to not waste time working unqualified accounts,... Read More

Bite Your Tongue

Most people don't realize how powerful a negotiating tool silence... Read More

How to Boost Your Sales Letter Conversion Rate

Emotion and reason mix very well together to make excellent... Read More

Knowing Your Customers; Closing the Sale

Just because your business is based in your home that... Read More

Cross-selling for Increased Sales, Profits, and Customer Satisfaction

Cross-selling - the art of selling for non-salespeopleCross-selling is the... Read More

7 Quick and Easy Ways To Multiply Your Sales

There are always some great, fast and easy ways to... Read More

7 Sales Skills to Improve On

The following 7 sales skills are what I have found... Read More

Order Takers vs. Sales Professionals

As business owners we all know that in a ideal... Read More

The Road to Achieving Training Success: What Holds the Key?

As a trainer, you will be able to see a... Read More

Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

Sales marketing online is an art that you must keep... Read More

The 6 Secrets To Sales Success

There is no magic pill, trick, teqnique, system or secret... Read More

The Myth of the Natural Born Sales Wonder

When I researched the field of using personality inventories to... Read More