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Step Three for Answering Sales Objections
by On August 29, 2008

The last two days we have been talking about the system to answering objections. First you validate the objection, and then you clarify the objection. Before we continue with the third step, which is isolating the primary objection, it is very important to understand a principle that applies to any system.

Whether you are using a system to answer objection or to remember names, you need to follow the steps of the system much like following a recipe to bake a pie. When you have recipe, it gives you specific instructions on how to prepare specific ingredients to get a desired result. If you begin to modify the instructions or the ingredients or the amount it changes the results.

Sometimes you end up eating very untasty pie because there are no shortcuts in baking. Likewise, there are no shortcuts when answering objections.

So, once you have validated the objection, that is part number one and clarified what they are objecting to by answering questions you have partaken in a very healthy, open enlightening and trust building exercises with your prospect.

We all know that the ability to communicate with other person impacts that relationship more than any other factor. And people will not do business with people that they do not trust. At this point you have built a lot of trust and you have come to the easiest part of the process, at least it is the easiest part as long as you followed the steps and done your homework. When you have clarified and gotten to the real or hidden objection, you can finally isolate the primary objection and then answer it

What do you mean by isolated? Sort out what you have heard and determine what they are concerned with and what their primarily invitation is, and at this point the answering begins.

When I said home work before, I meant that you should have taken some time to ask yourself all of the possible objections you can think of. You do not necessary need all of the answers scripted but you should be prepared. You do not need to fly by the seat of your pants. And as you begin to answer their objection, you feel a beautiful thing developed because as you have listened to their concerns and built trust with them they now will listen to you.

It is amazing how much someone will listen if they felt that person understands them and has listened to them, and that is all we can ask. I would like to wish you the best of success as you continue your quest for self improvement and closing sales.

Be Free!

Tom Weber
VP of Sales

Step Three for Answering Sales Objections
by On August 29, 2008

The last two days we have been talking about the system to answering objections. First you validate the objection, and then you clarify the objection. Before we continue with the third step, which is isolating the primary objection, it is very important to understand a principle that applies to any system.

Whether you are using a system to answer objection or to remember names, you need to follow the steps of the system much like following a recipe to bake a pie. When you have recipe, it gives you specific instructions on how to prepare specific ingredients to get a desired result. If you begin to modify the instructions or the ingredients or the amount it changes the results.

Sometimes you end up eating very untasty pie because there are no shortcuts in baking. Likewise, there are no shortcuts when answering objections.

So, once you have validated the objection, that is part number one and clarified what they are objecting to by answering questions you have partaken in a very healthy, open enlightening and trust building exercises with your prospect.

We all know that the ability to communicate with other person impacts that relationship more than any other factor. And people will not do business with people that they do not trust. At this point you have built a lot of trust and you have come to the easiest part of the process, at least it is the easiest part as long as you followed the steps and done your homework. When you have clarified and gotten to the real or hidden objection, you can finally isolate the primary objection and then answer it

What do you mean by isolated? Sort out what you have heard and determine what they are concerned with and what their primarily invitation is, and at this point the answering begins.

When I said home work before, I meant that you should have taken some time to ask yourself all of the possible objections you can think of. You do not necessary need all of the answers scripted but you should be prepared. You do not need to fly by the seat of your pants. And as you begin to answer their objection, you feel a beautiful thing developed because as you have listened to their concerns and built trust with them they now will listen to you.

It is amazing how much someone will listen if they felt that person understands them and has listened to them, and that is all we can ask. I would like to wish you the best of success as you continue your quest for self improvement and closing sales.

Be Free!

Tom Weber
VP of Sales

Step Two for Answering Sales Objections
by On August 28, 2008

Yesterday we broke down the power of having a system to use for answering sales objections. Then we talked about the first step to answering objections which is to validate what the person has said.

Today we are going to talk about the second step in the system for answer objections which is to clarify the objection. Once our prospect or client knows that we are listening to them by validating their objection, we must figure out what they are truly objecting to.

The dictionary defines “clarify” as: to make clear, easier to understand, to clear up confusion or uncertainly. This is exactly what must be accomplished because many objections are ambiguous or a wondering generality. To answer someone’s question properly, we take it from that generality to a specific.

How that is done, you might ask. The answer is very simple. You asked a question back to them. And this is important to understand: The person asking the questions is in control of the conversation. I repeat, the person asking the questions is in control of the conversation.

Many times we feel obligated to answer a question as soon as they are finished or sometimes even before they are finish asking. We do this because we want them to feel that we know all of the answers. The reality is, 9 times out of 10, they are not going to judge you by the speed of your response, but by the quality of your answer. The quality increases exponentially with the clarity of the information you have received.

So, how we do this? Well, there are number of the different ways and everyone will have their own style. Some of the questions that are great to asked are:

*  Can you tell me more about that? 
*  How do you mean?
*  What do you mean by that?
*  Can you help me understand more?

There is no right or wrong here. There will usually be a good, better and best. Try find a “question style” that works for you.

An important reminder though is the validation. If someone asked a question or objection, do not fire the question back to them. If they say, “I think I need some more time,” do not say, what do you need time for? Slow down, validate, and then clarify.

If they say, “I think I need more time.”

A great validating and clarifying response would be:
“Oh of course you need more time in making an important decision like this. Let me asked you, do you need more time to decide if you want to work with me or is it that you need more time to figure out if this is the right product for you?”

Here is another example of a prospect objecting over the phone.

If they say, “Send me more information.”

A great validating and clarifying response would be:
“Oh yes, I am glad you asked. I would happy to send you some more information. Let me ask you, do you want to see more information on our specific product lines or on our credentials?”

Give them some good options and get them to be specific. You will see exactly what they want more clearly. By clarifying, you will open a dialogue. Continue to dig deeper by asking more questions to clarifying exactly what your prospect wants from you. That digging and drawing up a hidden objection would be our topic tomorrow.

Be Free!

Tom Weber
VP of Sales

Step Two for Answering Sales Objections
by On August 28, 2008

Yesterday we broke down the power of having a system to use for answering sales objections. Then we talked about the first step to answering objections which is to validate what the person has said.

Today we are going to talk about the second step in the system for answer objections which is to clarify the objection. Once our prospect or client knows that we are listening to them by validating their objection, we must figure out what they are truly objecting to.

The dictionary defines “clarify” as: to make clear, easier to understand, to clear up confusion or uncertainly. This is exactly what must be accomplished because many objections are ambiguous or a wondering generality. To answer someone’s question properly, we take it from that generality to a specific.

How that is done, you might ask. The answer is very simple. You asked a question back to them. And this is important to understand: The person asking the questions is in control of the conversation. I repeat, the person asking the questions is in control of the conversation.

Many times we feel obligated to answer a question as soon as they are finished or sometimes even before they are finish asking. We do this because we want them to feel that we know all of the answers. The reality is, 9 times out of 10, they are not going to judge you by the speed of your response, but by the quality of your answer. The quality increases exponentially with the clarity of the information you have received.

So, how we do this? Well, there are number of the different ways and everyone will have their own style. Some of the questions that are great to asked are:

*  Can you tell me more about that? 
*  How do you mean?
*  What do you mean by that?
*  Can you help me understand more?

There is no right or wrong here. There will usually be a good, better and best. Try find a “question style” that works for you.

An important reminder though is the validation. If someone asked a question or objection, do not fire the question back to them. If they say, “I think I need some more time,” do not say, what do you need time for? Slow down, validate, and then clarify.

If they say, “I think I need more time.”

A great validating and clarifying response would be:
“Oh of course you need more time in making an important decision like this. Let me asked you, do you need more time to decide if you want to work with me or is it that you need more time to figure out if this is the right product for you?”

Here is another example of a prospect objecting over the phone.

If they say, “Send me more information.”

A great validating and clarifying response would be:
“Oh yes, I am glad you asked. I would happy to send you some more information. Let me ask you, do you want to see more information on our specific product lines or on our credentials?”

Give them some good options and get them to be specific. You will see exactly what they want more clearly. By clarifying, you will open a dialogue. Continue to dig deeper by asking more questions to clarifying exactly what your prospect wants from you. That digging and drawing up a hidden objection would be our topic tomorrow.

Be Free!

Tom Weber
VP of Sales

Step One for Answering Sales Objections
by On August 27, 2008

The best sale people understand that answering objections is a natural part of the sales process. The best way to answer an objection is before it is brought up by the prospect. Realize objections are actually healthy communication and that, when the client verbalizes an objection, a process to handle that objection is more effective than a razor-sharp response. 

This three part series is going to discuss that simple process to handle any objection:  Step 1 – Clarify, Step 2 – Validate, Step 3 – Isolate the Primary Objection.  

To begin, let us make sure that we are all on the same page as to how we perceive objection. Most of us, are in agreement that the majority of objections are because we have not explained our product or service effectively enough. It is completely our responsibility if the prospect does not understand why they need our product or service.

It takes a lot of inner strength to accept that responsibility. But when you do take that responsibility, you have total control over the sales process which in turn gives you control over the results.

Now, there are some folks out there that do not want that much control. There would rather be able to point their finger and blame the results on outside forces. This thought process imprisons them forever in situations and circumstances they have no control over. So, if we want to control our results and the burden of communication on our shoulders, then we must not only admit that to our selves, but we must also admit it to those who were communicating with in the sales process.

How we go by doing that is very simple. When someone throws you an objection, your first step is to validate that objection. This means that you let them know that they are bringing up a valid point, that their concern is legitimate and that you appreciate them asking. We do this by listening, actually listening, not formulating a response before they finish or trying to remembering the answer to that objection in our sales manual.

I think countless sales people get caught up in a verbal battle of wits, because they have a scripted answer to every possible objection memorized. That is fine if you want to debate with your prospect, but if you want to engage in a debate, just realize that will mean that someone will win and someone will loose. Even if you win the debate, you will most likely loose the sales.

To validate an objection, the first words out of your mouth then, should be ‘That is a great question,’ or ‘Good question Jane,’ or ‘I am glad you asked that.’ It is as simple as that and it must begin with you listening and sincerely welcoming the objection.

Those words will give the prospects the confidence to be honest with you, as they make their decision whether or not to do business with you. If they are made to feel silly or stupid when they ask a question, the chances of them asking another is very low and then, communication stops and everyone looses. When you validate their questions, aka objection, they feel secure about more asking questions. They also trust you more and are more willing to tell you the truth, the whole truth and nothing but the truth. Let them know that you are on their side.

When they understand that true communication can begin and you can move to our next step in the process – clarifying the objection. Stay tuned for tomorrow’s blog post.

Be Free!

Tom Weber
VP of Sales

Step One for Answering Sales Objections
by On August 27, 2008

The best sale people understand that answering objections is a natural part of the sales process. The best way to answer an objection is before it is brought up by the prospect. Realize objections are actually healthy communication and that, when the client verbalizes an objection, a process to handle that objection is more effective than a razor-sharp response. 

This three part series is going to discuss that simple process to handle any objection:  Step 1 – Clarify, Step 2 – Validate, Step 3 – Isolate the Primary Objection.  

To begin, let us make sure that we are all on the same page as to how we perceive objection. Most of us, are in agreement that the majority of objections are because we have not explained our product or service effectively enough. It is completely our responsibility if the prospect does not understand why they need our product or service.

It takes a lot of inner strength to accept that responsibility. But when you do take that responsibility, you have total control over the sales process which in turn gives you control over the results.

Now, there are some folks out there that do not want that much control. There would rather be able to point their finger and blame the results on outside forces. This thought process imprisons them forever in situations and circumstances they have no control over. So, if we want to control our results and the burden of communication on our shoulders, then we must not only admit that to our selves, but we must also admit it to those who were communicating with in the sales process.

How we go by doing that is very simple. When someone throws you an objection, your first step is to validate that objection. This means that you let them know that they are bringing up a valid point, that their concern is legitimate and that you appreciate them asking. We do this by listening, actually listening, not formulating a response before they finish or trying to remembering the answer to that objection in our sales manual.

I think countless sales people get caught up in a verbal battle of wits, because they have a scripted answer to every possible objection memorized. That is fine if you want to debate with your prospect, but if you want to engage in a debate, just realize that will mean that someone will win and someone will loose. Even if you win the debate, you will most likely loose the sales.

To validate an objection, the first words out of your mouth then, should be ‘That is a great question,’ or ‘Good question Jane,’ or ‘I am glad you asked that.’ It is as simple as that and it must begin with you listening and sincerely welcoming the objection.

Those words will give the prospects the confidence to be honest with you, as they make their decision whether or not to do business with you. If they are made to feel silly or stupid when they ask a question, the chances of them asking another is very low and then, communication stops and everyone looses. When you validate their questions, aka objection, they feel secure about more asking questions. They also trust you more and are more willing to tell you the truth, the whole truth and nothing but the truth. Let them know that you are on their side.

When they understand that true communication can begin and you can move to our next step in the process – clarifying the objection. Stay tuned for tomorrow’s blog post.

Be Free!

Tom Weber
VP of Sales

7 Step System to Close the Deal
by On August 26, 2008

Close the Deal presents you with a revolutionary, yet remarkably simple, 7-Step System for regaining control, removing pressure, and ultimately closing more sales and generating more profit than you ever will by using those tired old-school techniques.

The Sandler 7-Step System is based on the fundamental principle that the most successful selling experience is one that is completely pressure-free – both for the prospect and for you.

If you’re feeling abused or pressured by your prospect, you’re doing something wrong. You should never have to forfeit your self-respect or fake enthusiasm about your product in order to make a sale. Likewise, your prospect should never feel manipulated by you. In fact, the buyers should be the ones to close the sale. Your role should be to help them help themselves.

Everyone out on the front lines of selling knows that the traditional techniques that salespeople have relied on for decades just don’t work anymore. They’re worn-out, dated, and increasingly irrelevant in today’s radically changing marketplace.

Worst of all, these techniques put control of a sales call exactly where you don’t want it – into your prospect’s hands. You can bet that any prospect worth closing can spot these worn-out tactics a mile away and will be on the defensive before your presentation even begins.

In Close the Deal, you’ll discover proven sales techniques that will help you reach this ideal and far more profitable level of selling.

The Sandler Selling System has been called “The best-kept sales secret in America,” because for years, it was only available through the Institute itself and its franchisees nationwide. Now, at last, these revolutionary techniques are directly available to you.

If you want to gain a substantial edge over your competitors, make more money selling than you’re making right now, and feel great about what you do for a living, this program is what you’ve been waiting for.

Click here to purchase Close the Deal – Include 7 CDs, bonus CD, “Why Salespeople Fail” booklet, “Sandler Selling System Rules ” pocket card, and “The Behavior – Attitude Success Triangle” chart.  Also available as an mp3 download.

The Winning Edge Theory
by On August 25, 2008

One of the greatest challenges people face when trying to make personal improvement is feeling overwhelmed. This probably stems from the belief that in order to make incredible progress in their life, they will have to start by creating a long and detailed list of the things they are doing wrong and all the things they are going to have to change.

That thinking is simply inaccurate. The Winning Edge Theory states that tiny improvements, in specific areas, produce HUGE results on the backend. Here are some examples.

In the Kentucky Derby, the winning horse receives prize money 10 times greater than the horse it beat by a ‘nose’. In professional baseball, the difference between being sent to the Minors and a million dollar contract is one single out of every 20 times at bat. A handful of electoral votes determined who won the last Presidential election.

But nowhere are the examples as dramatic as in your own life!

  • If you are 1% better than your competition in business, you will get 100% of the sale ~ if you are 1% worse you get nothing.
  • If you took 10 minutes out of every day to plan (each day you have around 1,000 waking minutes, so that is 1% of your day) you will save yourself hours of unproductive time each year.
  • If you spent 10% less than you earn, you will never go into debt and be able to retire with financial freedom.

And those are just the obvious examples. Tiny improvements in specific areas truly make a huge impact – this is called the Winning Edge Theory.

So this week, identify the one area, that if you improved, would result in massive positive change. Once you have recognized your winning edge, make it a priority to exploit that skill – read a book, take a class or make a plan to sharpen that one ability. By concentrating on your “winning edge,” immense positive change will take place in your life and you will avoid that disheartening feeling of being overwhelmed.

I’d love to hear what YOUR Winning Edge is and how you plan to sharpen it. Post a comment below.

Be Free!

Eric Plantenberg
President

How Fast Can You Solve this Puzzle?
by On August 22, 2008

How fast can you assemble this puzzle? Change the puzzle cut and piece number to increase the difficulty The more you play the stronger your mind becomes!

Crushing Your Self Doubting Voices
by On August 21, 2008

We’re going to go a step further in discussing the need to take personal responsibility for achieving success. The focus of this blog post is about believing in yourself because loving yourself and believing in your abilities is vitally important to making the most of out life.

I’ll start by asking you this simple question……..Do you believe in yourself?

Now some of you may have automatically answered yes! Of course I do. But some of you may have a little trouble with this one. You know you want to, but sometimes you struggle with actually doing it. And you’re not alone.

As we grow up, we get messages from our teachers, our parents, our peers. Some of messages are positive feedback but we also hear a lot about what others feel we are doing wrong or what we need to change. No one is perfect, so this is natural and it happens in everyone’s life. But I once heard that people need 5 times more praise for every ONE reprimand in order for any relationship to truly be successful.

By nature, we listen to more closely to and remember the negatives people throw out. Why do we notice and listen to the negative feedback more? They simply hurt more and they affect us deep in our spirit.

So if we continue to let those old tapes play in our head, we can begin to question our own self-worth. We have things we would LIKE to accomplish but then we say to ourselves, “That probably won’t work,” or “I’ll never really ever have that in MY life.” Or have you ever found yourself thinking, “It seems like a good idea, but I just don’t know where to get started.”

When these thoughts are running through you head, it means you lack a strong enough belief in yourself that you can MAKE it happen, so you don’t do anything at all. And that’s how we end up feeling stuck.

Often just realizing that we are questioning ourselves is a big enough motivator to start moving our lives in the opposite direction. Start listening for the little voice that doubts your desires, that tries to squash your dreams. Once you notice it is there, you can decide to listen to it or you can decide to take it for what it is – old programming. You can tell yourself, “Now wait a minute, this isn’t reality, it is just an ingrained belief or fear that I’m having based off the past. You really can do anything you put your mind to…….ANYONE can.”

So start believing in yourself and the power you have to make things happen. Sure you’ll make mistakes, and you may still wonder how to get started, but believing that you have what it takes to overcome any obstacles that come up, will keep you moving forward.

To quote Dr. Robert Shuller, “Every achiever that I have ever met says, ‘My life turned around when I began to believe in me.’

That’s where it all begins. Be Free!

Lauri Sompres