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, ...
Episode 44: Overcoming Objections
In this episode Tom’s guest is Mark Cichowski of Clarity AV. Tom and Mark discuss techniques on how to handle client objections.
Overcoming Objections and Closing, Part 1
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 ...
Selling Under the Influence – How do YOU work with various Communication Styles?
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 ...
Selling Under the Influence – Influence Buying Behaviors of Communication 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 ...
Selling Under the Influence – Communication Styles
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 ...
Episode 21: Selling Under The Influence
In this episode Tom’s guest is Mark Cichowski of Clarity AV. Tom and Mark discuss how to maintain successful selling tactics during stressful situations.
Selling Under the Influence: Introduction
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 ...
Episode 15: Sales Foundations Part 2
In this episode Tom’s guest is Mark Cichowski of Clarity AV. Tom and Mark dive even deeper into what goes into creating successful sales.
Sales Foundations, Part 2
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 ...
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