Those dreaded sales objections seem to hit you right when you are ready to close. As soon as you start your pitch the sales objections start “coming out of the woodwork.” How do you move past the objections? How can you keep these deal killers from creeping into your sale in the first place?

Well the short answer is… You can’t. The sales objection is here to stay. In fact it has always been here and always will be. If you happen to sell a product without any objections then those objections might start arriving to your desk right after you deliver the product. I like to call that a return.

Professional Salespeople learn how and when to deal with all objections. The goal is to kill as many of them as possible. Notice that I said “as many as possible.” That’s because not all sales objections are valid. Some are just thrown at you to knock you off your path to the close.

Again the Professional Salesperson has to uncover which objections hold real merit to their customer. Which needs to be completely covered and which needs to be ignored takes experience and a whole lot of questioning.

In terms of learning when to deal with objections my goal when conduction Web Based Sales Training classes is to teach the students to start uncovering them in your probing questions. As soon as you hear something that doesn’t sound quite right – Write it down.

Listen and write down exactly what the prospect just said. Those words will come back when you start to pitch the prospect. Listening and writing down the prospects responses is so important that I actually have note pads made up with this reminder stamped on them: “Take Notes – What did you prospect just say?”

What your prospect just said is that they have concerns. These concerns are your future objections.

While you are probing for your prospects need and wants they will undoubtedly tell you what they like or dislike about you, your product and your competitors. Typically during the probing section of the sales process the customer is doing most of the talking and it is here in this section that the real objections arise.

The goal of probing for the customers needs is not just to find the perfect product it is also to find all of the objections that may arise when you start your pitch.

Here is a tip that you should use: During that probing section the customer may prompt you to cover the objection that was just raised. My advice is to wait and gather them all up. Your best recourse is to gather them up and cover them at one time during the pitch. So when they prompt you to cover a particular objection feel free to say: “That’s interesting would you mind if we keep talking to see if there are any other items that I will have to address?”

The reason for waiting and collection all of the objections is that if you have to start defending your product by covering one objection after another then your prospect will only remember your products problems. Your prospect will not remember your solutions to those problems.

We have talked about when to uncover the objections – again we will uncover them during our time probing for needs and wants. Now that we have the objections how do we kill them?

Killing the sales objections requires some skill but luckily it is easy to learn. 1st and foremost you must know everything possible about your product and your competitor’s product. This commitment to learn the ins and outs of your business will separate you from the other sales representatives, and believe me other sales reps will be calling on your prospect.

What you need to do is arrange the objections from most important to least important. Remember this is your prospects arrangement not yours. Your price may be way to high and you think that is the deal killer but your customer may be thinking ROI or delivery may be the problem.

Don’t assume you know which objection is the most important – ASK. My students in my web based sales training always ask me “is it okay to just ask?” Of course it is, otherwise you will just beat around the bush and never figure out why the deal will not close.

So ask: “Mr. Customer here is a list that I suspect you find important to you. Can you tell me where I should start and why?”

Once you have the list in order then start knocking them out with truthful answers followed by a reason to buy that is tied back to the findings from your probing questions.

As an example: “Mr Prospect you are right my product is a bit more expensive and we can’t hit that exact delivery date. However – you told me that you needed an above average ROI and my product above all our competitors delivers exactly that. In the end isn’t that what it is all about?”

The way to kill all objections is to find reason for your customer to purchase your product. You then use those reasons to overshadow the objections.

Look at it this way… you make a beautiful, fully functional product that does exactly what the prospect needs. If that statement is true then just use the benefits of the product to kill the sales objections. State the objections then state why the benefits of your product outweigh any perceivable issue.

David A. Peterson is an independent New Hire Sales Trainer and Sales Consultant in the Atlanta, Georgia area. He has over 20+ years experience in sales, sales training and sales management. His experience covers both managing and training outside remote regional sales representatives as well as inside call center agents.

For more information on killing sales objections sign up for David’s free 1hr Web Based Sales Training on Uncovering Objections. Click here for more details: http://www.atlantasalesandconsulting.com/web_based_sales_training.htm

How can you become a better sales negotiator? For such a simple question, there seems to be no corresponding simple answer. I guess that we all know that the best sales negotiators seem to always know what to do and when to do it. Now if there was only some way that we could pick up those same skills! I believe that the right way to reach this level of sales negotiating skill is to develop the same set of skills that the really good negotiators have. I’ve got five of them for you to learn right here…

Things That You Need To Know

Today’s modern cars are wonders of invention. However, they all seem to be so complex with wires, computers, and whatnot. Sales negotiations today are pretty much the same way: they have become much more complex in part because we all have access to so much more information.

In order to deal with the new challenges of today’s sales negotiations, you’re going to need some more tools. Here are five tools that you should have in your toolbox:

• Two Ears: It’s too bad that these things don’t come with an owner’s guide. Your ears are your single best tool for determining what’s going on with the other side of the table. The best sales negotiators have the ability to listen very carefully and to then focus all of their senses on just what the other side of the table is really trying to say.
• A Really Big Calendar: All too often I’ve seen sales negotiations go off track because one or more of the teams was too focused only on the short term. The best sales negotiators have the ability to see time for what it really is: the sum of the past, the present, the future, and the really far out future. If you have the ability to see time as one big continuous sliding scale and to understand where the deal that is being negotiated fits on that scale, then you’ll be able to make better decisions.
• Deal Knowledge: No matter how good of a sales negotiator you are, you still cannot just show up at a negotiation, sit down, and then strike a good deal. You need to have a good understanding of what you have to offer the other side, what they have that you want, as well as the environment in which you are trying to strike a deal..
• A Sense Of Humor: As we work hard to improve our sales negotiating skills, this is the one thing that we too easily overlook. It turns out that when the negotiations reach a roadblock, or when tempers flare up, having the skill that allows you to take a step back and say something that gets everyone to laugh is invaluable. Sometimes this is the only thing that can restart a negotiation.
• The Christmas Spirit: Well, maybe not Christmas itself but at least the ability to both give and take at the negotiating table. If you show up thinking only about what you will be able to squeeze out of the other side of the table, you are in for a long an fruitless negotiation. Likewise, if you are too focused on keeping the other side of the table happy, then you’ll walk away feeling like you did not get a good deal.
• A Risky Personality: The world that we live in contains risk. Every deal that we negotiate increases the amount of risk in our lives. If we have the type of personality that allows us to deal with this kind of risk, then we can deal with all of the uncertainty that it takes to strike a deal with the other side of the table.

What All Of This Means For YouAs they like to say in sales negotiating circles, if you’re not getting better, then you must be getting worse. This really applies to your sales negotiating skills – what have you done lately to acquire the skills that the really good negotiators have?

We’ve discussed five tools that if they aren’t already there, need to be added to your sales negotiating toolbox. Once you have mastered these skills, you’ll be ready to close more deals and close them quicker!

Dr. Jim Anderson
http://www.TheAccidentalNegotiator.com

Dr. Jim Anderson has spent over 20 successful years negotiating sales of all sizes. Dr. Anderson offers you his insights on how to develop your negotiating skills so that you can approach sales negotiations with more confidence that you’ll be able close more deals and close them faster!

Oh, and if you want to follow Dr. Anderson on Twitter, he can be found at: http://twitter.com/drjimanderson

To most salespeople, time planning revolves around just buying a time planner and filling in the pages. That’s of course what your supposed to do. But it’s just a small part of the big picture. Time planning actually starts with goals. Why do I say this? Because written goals are the best way to tell what the most productive thing possible is at any given moment.

When your feeling positive and motivated, you persuade better. If you allow yourself to become just a sales machine with no time for anything else, you’ll just burn yourself out. For sure you’ll create problems in your personal relationships. And worse still your health could suffer. Besides all this, you’ll have no fun, and will start feeling sorry for yourself, and you could find your career will start to decline.

At times the most productive things you can do is to take time out for yourself, go see a movie, meet your girlfriend or boyfriend for lunch. Or my favourite, go to the gym for a workout to ensure high fitness and energy,

To be successful, you need to be a highly tuned machine that is able to function over the long haul and face rejection, the public, your competition and deadlines. You must also be able to meet all your company’s expectations and demands put on you as a salesperson. You have to be in tune and in balance, psychologically and physically and this balance starts with goals.

Get your goals and priorities in line. You know what you want and how you want to get there. Your goals are all in writing and you priorities are set. Your time planning should start at night before you go to sleep. First go though your time planner and set out the day ahead. Sort out your top five priorities for the next day. Next add any personal areas you feel you should cover, writing down the next days top five priorities shouldn’t take more than ten minutes if you do it in a quite place. Once done, forget it and go to sleep ready for the day ahead.

I enjoy writing online which I have done for four years now along with studying the Thai language and building small niche websites. Please feel free to visit my new sites here, 24 port switch and also trailer lights.

Nearly every tangible product brought to the market has a limited lifespan. At one end of the spectrum, we have computer hardware and software that can have a lifespan of only six months. At the other end of the spectrum are items like Televisions and Fridge freezers that can have 20-year lifespans. No matter what the lifespan of the product is, every products got one.

The key to selling is this: the precise lifespan of your product doesn’t matter. What matters is that you know what its lifespan is. Once you know, there’s a huge opportunity for you and your business. First keep a customer file of all your sales, when you review your past customer files you’ll see that Mr. and Mrs. Smiths Freezer will need to be replaced in the near future.

Its sure to happen if its getting on in years-say ten or fifteen years old. Don’t wait for Mr. Smiths Freezer to break down and hope he comes to see you again. Get in touch with him before his freezer breaks down and let him know you have some great new products with fantastic features, space saving designs and high energy efficiency.

Chances are good that Mr. Smith knows his freezer is on its last legs and that he’s been putting off making the decision to shop. Maybe he’s been waiting for a good buy or sale to appear in the paper. That doesn’t matter. What matters is that he hasn’t acted yet and Mr. Smith already knows your the expert in freezers.

Think about Real estate agents, they know most people move every five to seven years. Therefore, real estate agents follow a plan to keep in touch with every customer in order to be the person there to handle he sale of the first home and possibly the purchase of the next.

I enjoy writing online which I have done for four years now along with studying the Thai language and building small niche websites. Please feel free to visit my new sites here, used go karts and also porsche car parts.