Category Archives: Sales tips & techniques — how to sell

Sales prospecting by phone: when and how to back off if you find this prospect is not viable

Prospecting, as we use the word in sales, is looking for potential buyers. But sales prospecting is also about screening out those who will not likely be viable prospects, at least not this time 'round.

Keep in mind those prospectors out west in the Great Gold Rush of '49. They spent months and years

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Finding prospects: if you find you need to raise your level of contact within the prospect organization

Situation: you're making a call on a prospect, and you initially think  you are making your sales call to the right person at the right level, but then you get the sense you have come in at too low a level (of budget or authority).

Indicators: Suppose you make your presentation and feel interest on the supposed decision maker’s

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Sales objections: How to handle it if you hear an endless string of sales objections.

Indicators: It seems that as soon as you demolish one sales objection the prospect raises another, and then another.

What this indicates: A string of relatively insignificant objections, thrown out one after the other,

Continue reading Sales objections: How to handle it if you hear an endless string of sales objections.

5 steps in responding to sales objections and questions

The five-step model approach in responding to objections and questions: Explore, Listen Well, Restate (if appropriate), Respond, then Move on.

1.    Explore. Ask questions to get the person talking about what they really mean by the objection, and why it's important to them.  (Why do you feel that way? will do if nothing better comes to mind.)

2.    Listen well to their response.  You may have heard this objection a dozen times already this week, but this person may put a different twist on it.  Don't be too quick in cutting off the Prospect's response in order to interject your response.  The more you know about the Prospect's needs and mindset the better you can target your response.  Sometimes, the Prospect will actually respond to her own concern, and say something like, Never mind, I think I've answered myself. That's really not so important, after all.

3.    Restate, if appropriate.  In many cases, it can be helpful to both yourself and the Prospect to paraphrase your  understanding of the core of the Prospect's response.  For one thing, it forces you to listen closely, so you can restate it clearly. Second, it forces the Prospect to listen to you in turn, to ensure that your restatement is accurate.  Further, in some cases, by restating, you may be able to defuse, or take the edge off, the customer's concern.

4.    Respond to what they have actually said
.  There may be a deeper meaning behind the objection, so focus on that. Example

    “You say that your firm has already tried using consultants, and isn't interested.  But I'm picking up a deeper message  that your dissatisfaction was with the work of one particular consulting  firm that didn't work out for you.  I'd like to explain how  . . .”

5.    Move on from there; don't get bogged down in your response.  Respond to the objection, then go on with your sales call.

    If you say too much in response to an objection, you may blow it up into something larger and more significant than the Prospect originally had in mind.  If you bog down on it, repeating and elaborating your reaction, the Prospect will think this really must be a major concern, and take that as a reason not to buy.

    Conversely, if you treat the objection as a small issue not very important, you are send  the subliminal message is that it is just that— minor, not a significant concern, not an issue that could possibly stop the sale. 

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The content in this post has been adapted from my books, How to Sell Face to Face: Survival Guide, and  Selling 101.    They are available in various e-book and paper editions; see below:

Survival Guide: Order paperback edition via Amazon

Survival Guide: Order e-book as Amazon Kindle (Amazon offers free apps that enable you to read it on your PC, Apple I-pad, I-pod, Blackberry, and others)

Survival Guide:  Order e-book via Kobo, usable on various kinds of e-readers

Selling 101 (third edition):  Order e-book as Amazon Kindle   (Amazon offers free apps that enable you to read it on your PC, Apple I-pad, I-pod, Blackberry, and others)

Order as e-book via Smashwords, available in various formats including PDF, E-pub, and others.

Finding sales prospects: three basic rules for locating the decision maker who can in fact say yes to what you offer

  Finding sales prospects, first basic rule: You can make a sale only if you deal with the person who can say Yes to what you offer.

That’s obvious enough, especially if you’re selling to individuals.

But it’s more difficult if you’re selling to organizations. The selling skills you use in finding prospects within organizations in both the public and private sectors is more complicated, as

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Customer care — follow-up letters

Customer care and follow-up. Your first sale to a customer may be profitable, but it's the follow-up sales that really help.

It's an instance of the 80-20 Rule: 80 percent of your profits and revenue will come from just 20 percent of your customers. Implication: your present customers probably offer the greatest potential for profitable repeat business.

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“People 55 and Older Start Own Businesses in Growing Numbers,” NYTimes

"Starting over at 55" — title of the article by Stephen Greenhouse, part of a New York Times special section on retirement.

Some interesting case studies on early retirees who used their skills and experience to start-up new

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“Jobs—are freelance and part-time gigs the future?” Newsweek asks

"Contingent workers—including part-timers, free-lancers, and contractors— consistently make up about 30 percent of the [American] workforce between 1996 and 2005. . . [and] . . . that number may be higher next time they measure."

— That's from a Newsweek article by Linda Stern. 

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Free sales training book: How to Sell Face-to-Face: Survival Guide— this week only

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Celebrate national Read an E-Book Week!

We're teaming with Smashwords to bring our How to Sell Face-to-Face: Survival Guide for you to read or download online FREE!  Yes, Free Sales Book!  Free Sales Training book! Free stuff!

What's the catch? It's on Smashwords, and it's this week only— March 7-13, 2010.

Here's the link to get a free e-copy of How to Sell Face-to-Face: Survival Guide

But NOTE: VERY IMPORTANT: to get this special offer you must use the code RFREE at checkout. The offer expires March 13,2010.

Want a paper version?  You can get that at Amazon, but — alas — t'ain't free.  See the side panel.