People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)

People buy people. If everything else were equal wouldn't you buy from the person that you liked the best? Of course you would and so do your clients. This may seem obvious but it is a fact that's often overlooked by most salespeople. This is a shame because it's a fact that we can use to great advantage when selling.

Most clients are worried that you are going to push something onto them that they don't want. Why? Because we've all experienced salespeople in our lives who do this. By focusing on the relationship and not on the sale you start to put your clients more at ease. This allows them to stop worrying that they are about to get "pitched".

When I teach this simple technique to delegates and they get on the phones and try it they are always amazed at just how effective it really is.

Objections:

"We've got no need?"
"We've got no budget?"
"It's the end of the financial year?"
"It's not my decision?"
"You need to speak to someone else?"
"Etc.

The "Building Relationships" Answer:

"That's fine. At this point most of my competitors would ask you when you do have a budget and arrange to call you back then. We at ? (name company) ? believe that business is built on relationships and I would still like to invest the time in getting to know you now. Tell me John, how??"

For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales performance and motivation Gavin combines commercial experience, personal excellence and communications technologies in delivering personal and business sales success.

Visit http://www.gaviningham.net now to join Gavin's free monthly newsletter packed full of sales secrets, strategies and tactics. Join now and get Gavin's ground-breaking 9-part objection handling course absolutely free.

---

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More

Great Telephone Skills

Having good telephone skills is crucial as the call may... Read More

Clear Up Blurry Communication

One of the top brewing companies in America is a... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

Refining Your Telephone Prospecting Techniques To Be A Master Closer!

Let me create a picture for you. This is the... Read More

How to Eliminate Objections to Price

Have you ever stepped your way through the sales process... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

A Pause For Thought

You can have your cake and eat it.What is it... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal... Read More

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from... Read More

The Top 10 Ways to Add Extra Value

Everyone wants the best possible value in every transaction, but... Read More

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent... Read More

Selling: an art of a skill?

Selling is as much an art as it is a... Read More

Whats the Secret to Repeat Business?

When you think about ways to gain repeat business from... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

Connecting with Customers

I just got off the phone with a friend of... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

17 Tips for Bringing Your Event to Life

Your job as an event planner doesn't stop with the... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

Give Up the Need to Sell

Most business people will tell you that selling is not... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Whats So Special About You? Defining Your USP

Your prospect is in the market for a widget, just... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

Aamazing Tips To Increase Your Sales

1. When you make your first sale, follow-up with the... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More