Overcoming Sales Objections

If your closing rate is suffering or it’s taking longer than it should to close sales, you may be sabotaging your own efforts. Take a close look at how you interact with your prospects and make sure that each interaction adds value to the relationship, is focused on defining the opportunity, and keeps the selling process moving forward.

The infamous summer sales slump may be in full swing in your business, but it's time to turn things around. By rethinking your summer sales plan, you can use a slower market to your advantage. Follow our guide to building a sales plan that withstands summer slumps and turn these notoriously slow months into productive and profitable opportunities.

Albert Einstein's definition of insanity was, "doing the same thing over and over and expecting different results." That's also the literal meaning of Sandler Rule #9, "every unsuccessful prospecting call earns compound interest." In sales, we take for granted that we will fail more often than we succeed. So on the surface David Sandler's rule about unsuccessful prospecting should give us hope that the more times we fail the closer we get to a sale. As Sandler-trained salespeople will tell you, hope is a terrible thing

You may not recall the first time you heard the word NO; however, that first time and the many times you heard it after all happened when you were a toddler. You continued to hear the word NO through your childhood years and eventually it became ingrained in your psyche.

Why should we buy from you? What makes you different than my current _______? Why should I invite you in to see me? We are already doing business with you so why should we look at this new product /service? Sound familiar? A bit tired of hearing this? Get used to it. This is simply what customers and prospects say to sales people. And we can't fault the prospect/ customer for asking the question. They don't have time to waste, and they need a good reason to spend time with salespeople who know how to sell value-whether through a meeting or to view a new product or service