Eliminating Objections to Increase Sales

You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all?

Engineering Your Marketing
When I was seven one of my favorite ways to spend a hot summer day with my friends was playing a backyard game wecalled "waterworks".

We'd use a trowel to construct channels in the dirt, put the hose at one end and watch the water flow. If we wantedthe water to go straight, we'd remove rocks and debris toclear a path. We became sophisticated engineers, guiding water around corners and across short aqueducts. We felt like masters of the universe, directing the water where we wanted it to go. (You can bet my mother loved seeing uscome into the house at the end of the day.)

Plan your marketing to take charge of increasing your sales. Your marketing can lead prospects to your products and services the way my friends and I engineered our waterworks; by making clear paths and removing obstacles. Channel your prospects' attention and interests and eliminate objections. Below are the four most common objections and ways to eliminate them.

Lack of Interest
Prospects need to understand what you do before they canbecome interested in what you have to offer. It is that simple. If you're marketing yourself as a lawyer, coach,accountant or fitness center, you're not telling people why they should be interested. To capture their interest, explain the problems you solve from their perspective.

Lack of Leads
You want people to email you, call you or go to your website to buy your products and services. But first you have to motivate them to contact you so you can market to them.

Once you have their attention, use your conversation, your emails and your web site to ask them what they want and need.

Lack of Credibility
You want prospects to see you as the expert; the person and the firm that has the products and services they can rely on. One of the biggest challenges to attracting new clients is gaining their trust and being seen as the essential expert. Use your articles, ezine, and web site to demonstrate your expertise. Use testimonials from clients to tell prospects about the results you and your products have achieved.

Pricing Objections
Whether it is a $25 subscription or a $50,000 consulting fee, prospects object to price when they don't understand the value of the purchase. Establish a set of questions you can use to help prospects define what they want and what you are providing. When price is put in context, it becomes much less of an obstacle.

Still not converting as many prospects to clients as you'd like? Use questions to find out more about what they want, and what their concerns are. Then address each of these objections up front and remove them as potential sales killers.

Think of your target market as a reservoir of water waiting to be tapped. If you eliminate the barriers between them and you, you could send a steady stream of new clients and customers your way. Now, don't just imagine it, do it. Start eliminating your prospects' objections and create a clear path for them to become clients and customers. Help your prospects get what they want and you'll get what you want, more clients. 2004 © In Mind Communications, LLC. All rights reserved.

The author, Charlie Cook, helps service professionals and
small business owners attract more clients and be more
successful. Sign up for the Free Marketing Plan eBook, '7
Steps to get more clients and grow your business'
at http://www.marketingforsuccess.com

---

Selling Yourself - Its Not About You

I recently found myself suffering from a lousy cold; all... Read More

Get Leverage & Increase Your Sales Results Immediately!

Have you ever started something and not completed it? Or... Read More

Business Appointment Success or Failure

One of the quickest ways to loose a sale is... Read More

How to Use Humor to Increase Sales

Using cartoons can help brand your marketing and drive home... Read More

Why Salespeople Fail

Since 1990 I have focused on the three primary barriers... Read More

Increase Your Selling Confidence

1. Be on time. In fact, arrive a few minutes... Read More

How To Master the Art of Super Salesmanship

Mastering the "art of selling" is simply knowing how to... Read More

The ?Finding Common Ground? Sales Technique, Is A Myth!

Almost every book, manual, workshop or tape series teaching selling... Read More

12 Sure-Fire Steps To Improve Your Retail Sales

The purpose of any business is to bring in customers,... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More

Make Your Prospects Speak

You've probably heard people speaking about someone that he was... Read More

Three Types of Salespeople

"There are three kinds of salespeople; those who make things... Read More

Your Business Approach Can Make or Break a Business Deal

Every sales presentation should start with the approach, or introduction.... Read More

Pressure Washer Business; Cleaning Composite Decks

There is a new trend in the way wood decks... Read More

Selling More Effectively as a Trusted Sales Professional - Thirteen Tips

Do you want to sell more successfully using an honorable... Read More

Finding the Need is Only Part of the Sale

Many of us in sales are taught to believe that... Read More

3 Steps To Immediately Increase Sales

Want to increase sales within your company? It's not as... Read More

A Great Sales Technique: Be Aware of Sales Myth #5

A myth can best be described as somebody or something... Read More

How To Become A Sales Superstar And Have Fun Winning More Business - Start Here!

One of the interesting things about being a coach and... Read More

Youre Hired... I Think

I'm not a fan of "The Donald" and I had... Read More

Peak Performance

One of the best books I have ever read is... Read More

Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors

Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the... Read More

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young... Read More

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent... Read More

Stop Selling! for the Million Dollar Contract

During the introduction of the "Stop Selling!" philosophy, we typically... Read More

Multiply Your Sales

When Thomas Edison's light bulb finally burned for 45 straight... Read More

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't... Read More

Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around

I was thinking about the statement:The Small Business Administration tells... Read More

How To Attract Buyers Using The Right Sales Terminology

It is always important that you use the right terms... Read More

The Five Most Common Mistakes Salespeople Make

Over the decades that I've been involved in sales, I've... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Boost Your Selling Power With Your Call-To-Action Phrases

Look at your marketing material. Now, is there something missing?... Read More