Relationship Selling

Hi… I work in sales and have done for a year or so now. I have never had any training as such and decided to start doing some research on the net into skills/techniques etc. It strikes me that one of the most important tools any successful sales person must have is Objection Handling skills and in hindsight it is clear why. I have decided to try and do some work on mine and as such have looked over what the most common objections are that I come across. That way I can start to develop strategies to over come them. I also thought a good exercise would be to put them out there on Yahoo Answers to get any suggested approaches from you all out there.

So just to put it into context for you, I work for a company selling solutions and services into manufacturing and sub contract manufacturing companies.

1) Can’t justify high value kit:

2) Build all our own in house:

3) Don’t need anything at the moment, call back another time:

4) We only use solutions the customer provides:

5) We have a supplier we are happy with:

6) Have had a bad experience with you in the past:

So that is them and all input would be much appreciated.

Many thanks

1) Can’t justify high value kit: How much can you justify?

2) Build all our own in house: When did you last replace it/ update it?

3) Don’t need anything at the moment, call back another time: Who is your chief buyer?

4) We only use solutions the customer provides: Which customers are they?

5) We have a supplier we are happy with: Who are they?

6) Have had a bad experience with you in the past: What happened, because we’ve got a new range of whatever just released?

Is this what you were after? You’ll find lots of free stuff on this topic and you will find a number of textbooks too. See the links I’ve pasted below.

Good luck!

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