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/

---

Youre Hired... I Think

I'm not a fan of "The Donald" and I had... Read More

Attitude Insurance

Everyone knows the importance of having a positive attitude, especially... Read More

Is the Sales Funnel Dead?

Think about it. If only it was as easy as... Read More

How to Sound Just Like a Salesperson

Prospect - "So now that I've told you what we... Read More

Sneaky Sales Tactics

The reason why you have a job in sales is... Read More

Nine Common Mistakes Salespeople Make

1. They talk instead of LISTEN. Too many salespeople monopolize... Read More

Selling Yourself - Its Not About You

I recently found myself suffering from a lousy cold; all... Read More

More Sales - You Must Keep Asking

I bought a second pair of reading glasses from my... Read More

The Five Most Common Mistakes Salespeople Make

Over the decades that I've been involved in sales, I've... Read More

7 Steps to Selling Artwork

Selling arwork is easy when you follow a road map.... Read More

The Quickest Way To Increase Your Sales

The quickest way to increase sales is to make things... Read More

In Sales The Biggest Rolodex Wins

How many names do you have in your business Rolodex?... Read More

If You Respect Them, They Will Buy -- Closing the Sale

We've all had the unfortunate experience of being convinced by... Read More

Your Business Approach Can Make or Break a Business Deal

Every sales presentation should start with the approach, or introduction.... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

Sales Performance and Motivation: How to Get Your Edge Back

Performance and motivation are like chocolate & peanut butter; the... Read More

Generate Sales with Lead Generation Marketing Tools

One of the best projects to undertake as an online... Read More

You CAN Be a Great Salesperson!

When you are in sales, you have the choice to... Read More

Are You Deaf? Dumb? Blind at Trade Shows?

I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More

10 Killer Ways To Multiply Your Sales

Would you like to multiply your web site sales? Or... Read More

How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the... Read More

11 Powerful Methods of Sales Lead Generation

Are you searching for new and innovative ways of sales... Read More

Stop Selling! for the Million Dollar Contract

During the introduction of the "Stop Selling!" philosophy, we typically... Read More

7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many... Read More

A Revolutionary NEW Dimension in Sales

A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More

Get Leverage & Increase Your Sales Results Immediately!

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

Psychology of Converting a Prospect to Money

If you want a truly successful business, you need to... Read More

Instant Rapport: The Key to Sales Success

Did you ever meet someone with whom you just clicked?... Read More

Its All in the Questions

Contrary to many of the books on how to be... Read More

Increase Sales - Overcoming Barriers

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

Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling

Cold calling may now be outdated. People have become defensive... Read More

Achieving Sales Goals Requires Drive & Motivation

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

When The Clock Strikes Twelve!

I just finished reading another sales copy ending with the... Read More