Sometimes prospects have valid reasons for closing the door on a sale. But just as often, they're truly interested in what you're selling and they use objections to make you work a little harder to earn the business.
Less effective sellers crumble in the face of objections. Top performers, on the other hand, see them as opportunities to expand the value proposition, explore new terms or conduct a deeper needs assessment.
Each of the 3 topics in this kit includes:
Short-form: Just six to 10 minutes long. Today's adult learners can't sit for extended periods of time absorbing training material.
Single-Concept: Teaching people just one concept at a time vastly increases the likelihood that learning will be retained and deployed successfully. Each program delivers a single "aha moment".
Research-based: Learners that perceive their training as credible drives a higher level of behavior change.
The research says you’ll get high engagement and high knowledge retention if you structure training events in short segments that focus on one, research-based concept, not three, or four or five.
A Proven Technique to Overcome ‘The Stall’ (8:41)
What does it really mean when a prospect says, “Let me think about it and I’ll get back to you” or “I like what I’ve seen … but I’ve got to talk it over with my boss”? Inexperienced sellers think, “Oh great, he’s interested.” Experienced salespeople instantly recognize that the sale has ground to a halt. The prospect is stalling and if they don’t quickly figure out why, the sale will be lost. In this Quick Take, you’ll learn a proven technique that will reveal why your sales get stalled, and help you get them back on track.
Price Objections: Four Secrets Prospects Will Never Tell You (7:29)
Customers are seldom afraid to tell you your price is too high, even when they don’t really mean it. But even experienced salespeople are often reluctant to say, “No, it’s not. My price is fair and here’s why.” This Quick Take will provide valuable insights that will give you the confidence to hold firm on price and win more business. You’ll learn four secrets that buyers will never reveal to you, the ONE factor in any sales negotiation that lowers the importance of price, and the ONE quality that distinguishes good price negotiators from bad ones.
How to Make an Effective Second Sales Effort (8:25)
You’ve probably heard the statistics: more than 80 percent of sales are made after the fifth attempt. And yet 90 percent of salespeople never get that far. When they hear a no – no to a sale, no to a trial, no to a meeting request – they simply give up. It's a proven fact, you WILL close more sales if you consistently make a second effort when prospects say no. So why are so many salespeople reluctant to do it? In this Quick Take, you'll discover a four-step approach to second-effort selling that isn’t pushy or offensive. You will also learn why you shouldn’t take a buyer’s first refusal at face value, why it’s always worth your time to try again, and the one thing you should never say during a second effort – even though you’ll want to.