Posts Tagged ‘Sales Objections’
Relationship Selling – Selling in Today’s Market
March 21st, 2010 | 
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Chances are most people have heard the term selling. Just the mere word sometimes sends bone chilling feelings throughout the body. Whether you are on the receiving end or the giving end, selling is one of those words that automatically puts up a barrier in your mind when you hear it. So simply adding the word “Relationship” in front of Selling doesn’t automatically give anyone a warm and fuzzy feeling. But what exactly is Relationship Selling and is it really different from the selling which we have all become familiar? By Wikipedia’s definition the term selling means simply to “try and persuade someone to buy one’s product or service(s)”. To me, the key word in this sentence is “persuade”. Immediately the word “pitchy salesman” comes to mind, the “telemarketer” who calls you at all hours of the day uninvited trying to persuade you to purchase something that you have absolutely no desire to purchase or even worse, no interest in whatsoever; or the saleswoman(man) who follows you relentlessly around the store hoping to “bag” the sale to the point where you walk out in frustration just to get away from them. Relationship Selling, however, is quite the opposite and a relatively new approach but one that seems to be catching fire as we move forward in today’s market. So let’s start with the differences between the “telemarketing” type of sale and Relationship Selling. Telemarketing
- You solicit them first
- They feel uncomfortable
- There is absolutely no interaction
- You present your product, opportunity, service and then try and persuade them into purchasing
- It becomes nothing but a “number” game
- There is no follow-up and no genuine concern on the part of the salesperson
Relationship Selling
- You attract the customer
- They are immediately more comfortable
- You are responding to their request for more information/purchase
- You building a relationship with your customer first
- Creates a win-win for both you and the customer
- It is based on addressing the prospect(s)/customer(s) needs.
- It is solution based – providing a solution for the customer
- Follow-up is a crucial element in this type of selling
Not everyone is created equal and today most people are frustrated and leery of any sales pitches they see. We have been inundated with noise; both on the internet and on the television. Seems everyone is trying to sell us something at sometime nearly every hour of the day. With the advent of the Internet and the advances in technology most people have no reprieve from the constant bombardment of ads and offers flowing across their desks and into their lives daily. So the first thing you need to do is reset your mind and clear it from all of the old ways of selling to which you have become accustomed. Start to open up to the thought of “relationship building” first. Relationship selling requires a whole new way of thinking and different skill set.
- It requires poise. Most salespeople have poise internally built in as a personality trait but to truly be successful with relationship selling you must be very confident and assured that what you are offering is the BEST solution for your customer. It’s not about pushing a product/service on this customer but more about providing a solution to a problem.
- Relationship Building. We’ve covered this and obviously the word “Relationship Selling” is self explanatory but it cannot be emphasized enough. You must build a relationship with your customer first. Build credibility with them as you move forward in the selling process so they come to know and trust you. This takes down those barriers that are immediately put up when people feel they are being “sold”.
- Asking Open-Ended Questions. This isn’t about asking your “scripted” questions to which you simply get a “yes” or “no”. This is about understanding your customer and listening to what their problems are and trying to come up with solutions.
- Which brings us to the next skill – Listening. If you don’t listen to your customer, how can you provide them a solution? This is such a crucial skill and so often overlooked in the old methods of selling. One size fits all does not apply in Relationship Selling.
- Positioning your Unique Selling Proposition – we won’t get into the entire definition of a USP here. That is another post altogether. But suffice it to say that you need to know what makes your product/service different from the thousands out there right now? In other words, why should they buy from you?
- Sales Objection Resolutions – learning how to overcome objections. This is crucial in any sales training but in relationship selling the objection resolution is always focused on the customer’s needs and not your “sale”.
You need to open your mind to the learning process. Relationship Selling definitely takes more time and it is not always an immediate sale. But the effort and time it takes to build these relationships are everlasting. Building solid, lasting relationships will create trust, develop credibility, is based on good communication and non-confrontational. It should always create a win-win for both yourself and your customer.
Watch this brief video on the Anatomy of a Sale utilizing Relationship Selling Principles and Closing the Sale!
Posted in Relationship Selling | 
Tags: Creating Customer Value, Relationship Selling, Sales Follow Up, Sales Objections | 
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Sales Objections – Overcoming Objections – Handling Objections – Sean McPheat
http://www.freesalestoolbox.com How to overcome sales objections and how to overcome price objections. Sean McPheat talks about overcoming objections that are price objections you first need to clarify the price objection before handling the objection.
Duration : 0:3:22
Handling Sales Objections
The most important skill required for success in selling is your ability to handle objections in such a way that it builds trust and credibility. The full video tutorial shows a simple, yet powerful process for dealing with any objections that customer raises.
Visit www.selling-skills-tutorials where you can download the full version of this, and other powerful sales skills tutorials.
Duration : 0:1:15
Overcoming Objections – Beat Your Prospect To The Sales Objection – Sean McPheat
How to overcome sales objections and how to overcome price objections. Overcoming objections that are price objections you first need to clarify the price objection before handling the objection. Sean McPheat will show you how to handle sales objections
Duration : 0:3:53
Sales Training: Avoiding Stall Objections
Sales Training provided by SalesBuzz.com. This is a free video that goes over the basic principles of “How to Avoid the Stall Objection”.
Michael Pedone is a world-class sales training mentor and coach. Michael has over fifteen years of experience working in sales, and has become an entrepreneurial success story. Michael is also a marketing specialist and has literally helped hundreds of companies improve their sales through cutting edge marketing techniques.
SalesBuzz.com is Michael Pedone’s second company his first being an internet marketing firm he sold in a million dollar deal that many consider “The Ultimate Sale”.
As a sales trainer Michael will take you on the steps he used to achieve the quality of life that many dream of. Michael has a unique sales training method that anyone can learn, and any company can apply to have an increase in sales and conversion when the methods he teaches are used.
If you are interested in learning more about the sales training classes available through SalesBuzz please visit:
http://www.salesbuzz.com
Duration : 0:5:34
Posted in Sales Objections |
Tags: michael pedone, sales, sales buzz, sales objection handling, Sales Objections, sales trainer, Sales Training |
3 Comments »
Don’t Bobble Your Sales Objections
For many salespeople, objections are the toughest obstacle they face during the sales cycle…and Bobblehead Bob is no exception. View Richardson’s (http://www.richardson.com) fun new approach to experiencing an Objection Resolution role play. Join Bobblehead Bob during his sales call and watch how Bob utilizes Richardson’s Objection Resolution Model to help him confidently and effectively respond to his client’s objection.
Will Bob be able to successfully diffuse his client’s objection and progress the sale? There is only one way to find out…
Duration : 0:2:29
Posted in Sales Objections |
Tags: Linda Richardson, Richardson Sales Training, Sales Objections, Sales Training, Selling Skills |
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Relationship Selling: Anatomy of a Sale
http://relationshipselling.org Teaching relationship selling principles. Bridging the gap for small business startups to help them build customer relationships both off-line and on-line. Building customer relationships is paramount for a successful start up and any business. Utilizing relationship selling techniques leads to more customer retention, customer referrals and greater profits. http://relationshipselling.org
Duration : 0:10:0
Business Sales Leads: 3 Quick and Easy Tips for Successful Follow Up
Business Sales Leads: Will you Get the Green Light to Move Forward?
Business Sales Leads can be a daunting thing. If you have ever made a cold call in your life then you no doubt no exactly what this means.
Following up with good business sales leads can make for a very pleasant experience and go a long way in developing a solid relationship if done properly and if utilizing the principles of relationship selling.
Persuasion and sales does not mix. So when you follow up with your lead, be cognizant of the fact that you are not trying to persuade them to do anything. Consultative selling is providing or discovering a solution for your lead. This can be done on the first call by making it about THEM and not about YOU. Don’t try to bedazzle them with your knowledge of sales or your products. They could care less. What you need to do during this intitial contact is find out what it is they need to make their lives easier and less painful.
In other words, start to build a relationship with them by finding out what it is they want, desire, need and most of all, what exactly are their challenges. Let’s assume your business sales leads came to you as “hot” prospects. ”Hot” prospects can mean several different things but to me, the hottest prospects are leads who come through a funnel and have already taken out their wallets to purchase a front end product. They are ready and willing to hear what you have to say and they obviously have some sort of challenge they are trying to overcome.
This is your initial contact with this prospect and if you wait too long to follow up with them, then they no longer are “hot”. They start to cool down and once this occurs it will be increasingly more difficult to get your foot in the door.
Here are 3 quick and easy tips for successful follow up with business sales leads.
- Contact them within 48 hours of getting the lead. Sounds logical and rather simplistic but many people sit on leads until they cool off and then wonder why the prospect 1) is never available or 2) no longer has an interest in what you have to offer.
- When you contact them, tell them WHY you are contacting them immediately. People are very suspicious and wary of talking with anyone (we are living in the age of overcommunication) and their first reaction is to pull away. Draw them in immediately by letting them know your name, who you represent, and WHY you are calling. If they downloaded a book you offered, tell them that and let them know you are calling to offer them a complimentary consultation to help them with some of the challenges (whatever they may be) that they may be facing.
- Then, ask if it is a good time to talk. Do not just go directly into your “pitch” or continue on in the conversation without knowing if it is good for your prospect. They might be in the middle of making dinner or on their way out of the door. Perfunctory listening is useless. If you don’t have their full undivided attention, then you are wasting your time as well as theirs. Be cognizant of this and make sure it is a good time for them. If it is not, then reschedule with them for a time that works for both of you.
Following these simple and basic tips for your business sales leads will help dramatically in holding your prospect’s attention long enough to start to engage them in a conversation. Once you are able to engage them, then you can use all of the principles of relationship selling to carry them through the entire sales process without ever being pushy or aggressive.
Remember, persuasion and sales does not mix. You do not need to persuade them to listen to you. You simply need to be honest, forthright and genuine. The rest will fall into place as you move along the process.