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Guide to Improving Your Sales Performance
How to overcome those objections and close more deals
By Sean McPheat
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Don’t’ Sell Anything… Make It Easy For Your Prospect To Buy
It doesn't really matter what you think you are selling - it only matters what your prospects think they are buying.
Make that your mantra from this point forward! If you do, you will make more sales - simple as that. Why is this so?
Well, people hate to feel that they have been sold.
They will only purchase your goods or services if they feel that they have "Bought" from you rather than having being "Sold"
Are you just selling your prospects something that you have or are you helping them to buy?
It's a big change in mindset.
Remember that buyers like to feel that they are in control, it's your job to enable this to happen and to keep moving the sale forward by making it easy for them to buy.
Instead of selling anything, put yourself in the position of your prospects and clients and ask yourself:
"What do I want to buy and why?"
Do this, change the way that you meet the wants of your prospects and watch your sales soar!
3 Quick Tactics On Handling Objections
TACTIC # 1
Say that other, “Bigger and better” companies had the same problem/objection as your prospect.
Your prospect says: "I could see that element of your product being a problem for a us"
You say: "Big Company Ltd (name drop to build credibility) thought exactly the same as you are right now. They used that particular part of the product to increase their revenues by a further 15% by doing XYZ"
TACTIC # 2 Use testimonials that answer the objection for you:
"We thought that the quote was too high but after using the product for 6 months now we are so glad that we didn't pull out because of it as our costs have decreased by 22% in the
additional time that we have saved!"
TACTIC # 3
Our experience has shown…
You know what objections are coming so before it is raised, cover it off!
"Our experience has shown that from the companies who have purchased the additional after sales support package for product XYZ that their IT support bill has reduced by an
average of 26%"
Author Bio: Sean McPheat is one of the leading authority in sales training and sales improvement. Sean and his business, MTD Sales Training, help businesses, both large and small to increase their sales by working smarter not harder!
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