Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the topic for this issue.

"I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward to further readings in the future."

Time and money are the most critical resources that everyone has - whether we are speaking of an individual or a business. Both time and money are abstractions that measure the amount of resources that we have available to expend.

So if someone claims "I don't have the time for this right now" or "I'm sorry I just don't have the money", then what this person is really telling you is that you have not justified why they should expend their precious resources on what you are selling.

If you dig down into any "sales objection", ultimately you will find either time, money or both at the root.

Let's take a look at a few common sales objections:

-That looks too complex for me = time. -We don't have any budget money left = money -We already have a supplier for that = time and/or money -I don't have the staff to support that = time + money -Sorry, we don't need that = time and/or money -I can't talk with you right now = time

In all of these examples, the seller hasn't demonstrated his worth or value to the prospect. So if someone gives you a sales objection, then he is really telling you that you haven't shown him anything of value to him. You haven't justified to him why he should expend his precious resources on you.

If you've read any sales books, or been around selling for awhile, you might be thinking "sales objections are great - each sales objection moves me one step closer to closing the sale." I know that I was taught that years ago in IBM Sales School.

In traditional selling, this is true. Your supposed to get in there, make your pitch, and fight down the sales objections until you get an order.

Consider an alternative - just avoid sales objections completely.

It is possible.

How?

Find out the pains, desires, and values of the prospect. Show them a solution involving your prospect/service that meets these. Find out precisely what they want by asking questions.

Use this knowledge to propel the sale forward. Propel them toward what they want to have, eliminate, or most value. The prospect will sell themselves, and will be able to resolve their own "sales objections".

If you think about it, your easy sales were like this. Your hard ones, or the ones you lost, weren't.

I want to make one more point here while I am thinking about it. Finding your prospect's pains, desires, and values is somewhat different than discussing and presenting benefits to him. Benefits are great for marketing and online selling (because these are non-interactive).

Use benefits for your marketing and online selling efforts. Use questions to determine the true pains and wants when selling. Find out what people and businesses want to avoid, have more of, or desire most. Then show them how you can help them get what they value most.

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

In The News:


pen paper and inkwell


cat break through


Sales Trap - We Love to Talk, But Need to Listen

My research has clearly shown that, when it comes to... Read More

Order Takers vs. Sales Professionals

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

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?In Sales,... Read More

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!

Yes, it's true. Saying "No" is a great way of... Read More

Qualifying vs closing

The art of effective question asking (qualifying) determines the effectiveness... Read More

Win More Sales With a 5-Step Sales Process

Facilitating the buying process can be very straightforward and fairly... Read More

Why Sales People Are Creating Their Own Objections

I'm about to reveal the biggest secret to growing any... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

Sharpening Your Sales Skills

Making a living in sales can be very rewarding, however,... Read More

A Sale in 30 Seconds? Its all in the Greeting

It has been said that a customer makes a decision... Read More

7 Sales Skills to Improve On

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

Get Over Your Resistance to Sales

I have found that there are two best ways to... Read More

The #1 Lead Generation System of Top Sales People

Developing an abundant supply of targeted referrals is the number... Read More

Customers For Life

Who's talking to your customers? Is it your competition? Why... Read More

4 Easy Ways to Boost Your Sales

Here are 4 easy ways you can boost your sales... Read More

How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?

In the 1990's we lived on a farm in Iowa.... Read More

TheTop 10 Reasons Why Salespeople Get Outsold

In my business, it has been an interesting and very... Read More

Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

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

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software... Read More

Closing The Sale

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

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?- "I... Read More

Customers Do Not Know How To Ask Good Questions ? That Is Your Job

Customers will ask you a question and you'll proceed to... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought... Read More

Seven Critical Qualifying Questions

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

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... 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

Marketing Vs. Sales

Marketing and sales co-exist and work in tandem beautifully if... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

Knowing Your Customers; Closing the Sale

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

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits... Read More

Unlocking the Myth of Hypnotic Communication

Unquestionably when the word hypnosis pops-up in a conversation or... Read More

Sales Skills are Life Skills

I love the art of selling. LOVE IT. When I... Read More

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best... Read More