Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the topic for this issue.

"I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward to further readings in the future."

Time and money are the most critical resources that everyone has - whether we are speaking of an individual or a business. Both time and money are abstractions that measure the amount of resources that we have available to expend.

So if someone claims "I don't have the time for this right now" or "I'm sorry I just don't have the money", then what this person is really telling you is that you have not justified why they should expend their precious resources on what you are selling.

If you dig down into any "sales objection", ultimately you will find either time, money or both at the root.

Let's take a look at a few common sales objections:

-That looks too complex for me = time. -We don't have any budget money left = money -We already have a supplier for that = time and/or money -I don't have the staff to support that = time + money -Sorry, we don't need that = time and/or money -I can't talk with you right now = time

In all of these examples, the seller hasn't demonstrated his worth or value to the prospect. So if someone gives you a sales objection, then he is really telling you that you haven't shown him anything of value to him. You haven't justified to him why he should expend his precious resources on you.

If you've read any sales books, or been around selling for awhile, you might be thinking "sales objections are great - each sales objection moves me one step closer to closing the sale." I know that I was taught that years ago in IBM Sales School.

In traditional selling, this is true. Your supposed to get in there, make your pitch, and fight down the sales objections until you get an order.

Consider an alternative - just avoid sales objections completely.

It is possible.

How?

Find out the pains, desires, and values of the prospect. Show them a solution involving your prospect/service that meets these. Find out precisely what they want by asking questions.

Use this knowledge to propel the sale forward. Propel them toward what they want to have, eliminate, or most value. The prospect will sell themselves, and will be able to resolve their own "sales objections".

If you think about it, your easy sales were like this. Your hard ones, or the ones you lost, weren't.

I want to make one more point here while I am thinking about it. Finding your prospect's pains, desires, and values is somewhat different than discussing and presenting benefits to him. Benefits are great for marketing and online selling (because these are non-interactive).

Use benefits for your marketing and online selling efforts. Use questions to determine the true pains and wants when selling. Find out what people and businesses want to avoid, have more of, or desire most. Then show them how you can help them get what they value most.

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

---

Four Ways To Increase Your Sales Fast... In 2-4 Weeks?

You built a very good web site...You have a great... Read More

Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your... Read More

The Business of Closing the Sale Without Killing It

You must be able to coordinate your sales talk to... Read More

The ?Shocking? Sales Strategy of Saying THANKS!

I would like you to begin thinking of mailboxes in... Read More

Whats Your Sales Training Goal - Exposure or Behavioral Change?

When your company invests in sales training, what is the... Read More

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective... Read More

Customers Do Not Know How To Ask Good Questions ? That Is Your Job

Customers will ask you a question and you'll proceed to... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend... Read More

How to Reduce Sales Resistance

Sales resistance is a fact of life for most sales... Read More

Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

Sales marketing online is an art that you must keep... Read More

Resistance Training for Sales People

What was the quickest rejection you ever got? 2 minutes... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

How To Stop Chasing Prospects Forever!

Perhaps the biggest challenge faced by salespeople is the problem... Read More

Prep Your Customer

When I first moved to Seattle, I worked for 9... Read More

Keep Sales Simple

For those of us working in the exciting world of... Read More

The Most Underused and Powerful Method of Lead Generation

Are you worried about whom you'll sell today so you... Read More

TheTop 10 Reasons Why Salespeople Get Outsold

In my business, it has been an interesting and very... Read More

Order Takers vs. Sales Professionals

As business owners we all know that in a ideal... Read More

The Canned Sales Pitch Myth

Canned or scripted sales approaches are rarely successful, because one... Read More

Sales Marketing: 10 Explosive Strategies To Amplify Your Sales

Marketing is a skill. Once you master it, you can... Read More

Sales Predator Or Professional Sales Rep

From a customer's perception, it's easy for a salesperson to... Read More

Customers - Always be Focused on Them

I was looking at some promotional literature and web sites... Read More

Be Yourself

Here's the thing... you still have to make every marketing... Read More

Increasing Your Sales FASTER -- Dealing with Ill Think It Over.

Do you frequently hear that from a prospect?"I'll Think It... Read More

3 Tips to Get Clients Now

"I need more clients!" wails Steve, a 32 year old... Read More

How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale!

Follow this story...I went to Best Buy today to get... Read More

More Customers! Less Work!

Wouldn't it be nice if there were an inexpensive method... Read More

Transforming Problems into Sales

My silent fish tank was no more. Enough water had... Read More

8 Must Questions to Ask in Every Sales Situation

Solving people's and organization's problems is ultimately what business is... Read More

Make Your Prospects Speak

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

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I... Read More