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Here are few a typical objection scenarios. “I want to think about it”. Just be sincere and non-confrontational and ask, “may I ask what specifically you would like to think about?” You’ll find that many people will tell you what’s holding them back. It’s then more likely to be an objection rather than an excuse. “I need to ask my partner, ...

Let’s get a saying out of the way that you may have heard before: ABC or Always Be Closing. As illustrated in prior blogs, asking great qualifying questions, truly listening to the buying prospect, answering their questions and concerns and taking them down a path that satisfies their wants and needs is the smoothest way a “close” occurs. With that said, there ...

Every personality is not absolute. People can reflect three styles, but typically not the fourth. Refer to the grid below. An Analyst personality may also have traits from a Driver or Relater, but less likely an Expressor. A Driver may have traits of an Analyst and Expressor, but less likely warm and fuzzy Relater traits. Perhaps sometimes, but not their core. Opposite styles ...

In the last blog, we identified style traits. Let’s look at how to work with those traits. Communication Style: The Driver - Result Driven - Confrontation No Problem  Be direct and to the point, quick & concise  Be businesslike, avoid ‘fuzzy’ conversations  Provide well thought-out recommendations  Stick with tasks and results  Avoid stories, too many opinions and surprises  Present a ...

Let’s identify the four basic styles and the personality behind the style. First, write down the name of someone that you have a difficult time getting along with. We’ll revisit that later. Communication Style: The Driver - Result Driven - Confrontation No Problem  Tend to be visionaries  Black and white viewpoint & dress  Charts & graphs, few/no people pictures (applies to ...

This next blog will be a series of multiple Selling Under the Influence sections that go into communication skills, recognizing how others communicate and like to be communicated with, and how it relates to effective selling. In an earlier blog, I asked: What is a sale and what is a salesperson? The textbook definition of a sale is something like this: A ...

These are a few more of the most common, proven and useful professional techniques you can use in sales. Feature, Advantage, Benefit (FAB) Salespeople tend to “feature dump” when selling. Being the expert in your industry is fantastic. Sometimes that knowledge overwhelms to buyer prospect if the salesperson bombards them with features. An example is, “someone asks you for the time and you ...