sales training increases income
How to be a Professional Salesperson.©
Free Video Series

Sales training - Confirm the Objection
Don't forget - Onsite training too!  A tailored, one-day workshop.
This includes all per diem and materials for up to 10 sales reps and/or sales managers.
Click here for details and jumpstart your sales with this year's award-winning training.

 

I’m a guy, so I’m pretty literal.  This is a source of real frustration for my wife.  If you don’t spell it out for me, it usually goes over my head.   It occurred to me during the course of my sales career that a lot of sales people, men and women, don’t act like my wife has decided to act.  When it’s my sister’s birthday, she’ll say, “It’s your sister’s birthday.”  Hah, like I didn’t remember (I’m about 50% sure I did).  Then she’ll add, “You’re supposed to send her a gift.”  Why does she add this part?  Because she wants a confirmation from me that I:

1.      Definitely know it’s her birthday and

2.      Definitely know I need to send her a gift.


When you hear an objection from your prospect and respond accordingly, you need to get confirmation from them that you have answered the objection to their satisfaction.  If you don’t, your prospect will not move ahead in their buying cycle.  Ask questions such as:

·         Did I answer that to your satisfaction?

·         Does my answer make you feel more comfortable?

·         Is that okay?

·         Have I addressed your concern(s)?


Remember to take nothing for granted.  Assume nothing.  It can cost you big.  And you might miss an important birthday.


Sales Homework
– List three additional questions you can ask your prospect to make sure that everything is good with your answer to their objection.

1.____________________________________________________

2.____________________________________________________

3.____________________________________________________


Sales Managers
– This may seem like a small detail, but it’s the little ones that will catch you.     Read more...

   

sales training

Read this complete lesson, and the other 261 money-making
sales training lessons, by clicking here
sales training workshop

                      Click here to go back to the complete list of sales training videos. 

          

     



Contact Mr. Bernstein for speaking, training and consulting engagements by clicking
here.

twitter for sales training    Facebook - sales training courses    LinkedIn for sales training

Sales Getters Home Page

© 2012 Louie Bernstein . Copyrighted material.  All rights reserved.

Protected by Copyscape Online Infringement Checker