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"Great Sales Rebuttals" - that really exist?
Possible environment for us, "That does not interest me" list, because "too expensive" because "too busy" for "Send me some information" to "I have to think about it," to "I must speak to my boss" to etc.
But what would be easier if your work could be avoided in the first place?
The best way to overcome objections is to understand who creates the object, and why. Only then can we developcorresponding revenue refuted.
Most sales people find that many of their potential customers tend to give the same or very similar, sales objections. There are several reasons for this, but I really want to work:
As a seller, who have developed skills and tendencies over the years that now it is natural for you. What may not be aware that even a sub-conscious method of moving clients at the sameTurnover, however.
Usually this happens with sales people who have a history of being very successful have in closing sales, with a particular method. For example, to reduce prices at the end of the cycle, loan, or obtain final approval is often the root cause.
If you are trying to believe it or not, just like muscle memory golfer to win his one perfect swing, repeated sales with this, or in any way to develop a muscle memory of theirown
This memory leads unconsciously moving towards the customer the kind of "close", the most successful for you. Unfortunately, this often means that the real sales objection remains hidden until it is too late to contribute to this point, no sales refutation.
If you can bear one last golf analogy, I'll explain a simple method to check and correct the problem.
Golfers who wish to improve their handicap mark with their report cardssimple "L" or "R" while walking off the green. What they do is keep a record if the putt missing the hole, both on the links or right. After a certain number of laps that I can see, no lack of models in their own. This information can improve the problem correctly on the practice greens so their performance on the golf course.
Similarly I would like the sales of a month, the forces pursuing the objections to hearing from youpotential customers. Divide the data is as follows:
1. of objections, please contact the telemarketing and cold calling
2 objections you will receive during the first dates
2. The objections you receive after you submit your proposal
At the end of the month to sit down and review the data - sort the objections by their frequency, the most common initial complaints and develop sales for the most common sales objections.
Now you need to beextremely modest and honest for the next stage. Start going through the memories of each conversation or meeting to see if your comments or behavior of consumers to those objections. I remember the best way to overcome opposition, which will avoid in the first place.
The results may surprise you.
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