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By Tibor Shanto – tibor.shanto@sellbetter.ca
In the heat of a sale, it is sometimes easy to confuse a condition to the sale with an objection. The key is to understand what you are really dealing with, and respond accordingly. Done right, it could solidify the sale and the resulting relationship with the buyer.
Take a look, then download the Objection Handling Handbook, and let me know your thought.
What’s in Your Pipeline?
Tibor Shanto
By Tibor Shanto – tibor.shanto@sellbetter.ca
There are times when an objection is not what it seems, but by treating it as an objection we could inadvertently create a scenario and situation that is risky when it didn’t have to be. Often, prospects’ questions at critical points in the sale sound like objections, when they are just the buyer thinking out loud.
Sellers need to slow down, step back assess, then deal with the situation, statement in a way appropriate for that situation.
Take a look at what I mean. Then download the Objection Handling Handbook.
What’s in Your Pipeline
Tibor Shanto
By Tibor Shanto – tibor.shanto@sellbetter.ca
All this week I have posted clips from a recent interview with Ago Cluytens, for his Coaching Masters Series. We dealt with a number of issues around selling to buyers who are traditionally referred to as being Status Quo. Being the weekend, I thought it a good time to post the whole interview for your weekend lounging pleasure.
Always interested in what you think, and whether you are more prepared to go forth and sell where many sellers and pundits fear to go. Take a look, and let me know.
If you enjoy this there are more on Ago’s site.
What’s in Your Pipeline?
Tibor Shanto
By Tibor Shanto – tibor.shanto@sellbetter.ca
Monday I shared a clip from a discussion with Ago Cluytens, for one his Coaching Masters Series. Today’s second clip looks at the need to be provocative in gaining traction with entrenched potential buyers.
The challenge many of in sales face is the entrenched buyer who is reluctant to look at new or alternative means of achieving his/her goals. This is usually due to the fact that they are entrenched in how they are doing things now, feels there are too many resources needed to make a change, and a host of other reasons. In order to get engagement, we need to demonstrate the results we can deliver and the positive and measurable impact we will directly deliver to their business and attaining their goals. In a WIIFM world it is about the What, not how of how they get there.
Here is more:
If you would like to see the entire discussion you can either visit my You Tube channel, or go the Ago’ site by clicking here. Always open to comments and views.
What’s in Your Pipeline?
Tibor Shanto
By Tibor Shanto – tibor.shanto@sellbetter.ca
The video below is the third in a series of videos on Objections, and Objection Handling I did for BizTV, this one dealing with price objections. One of the most common objections sales people face is the price objection, especially late in the sale. Some buyers use this as tactic, some are genuinely trying to get the best deal they can, either way, the seller needs to be prepared for the objection and how to handle when it comes. In addition to the video you may also want to read The WOW Approach to Price Negotiations, these other price related pieces. And don’t forget to download the companion Objection Handling Handbook.
What’s in Your Pipeline?
Tibor Shanto
By Tibor Shanto – tibor.shanto@sellbetter.ca
Many sales people find it difficult to engage with and sell to buyers who are set in their ways, the status quo. In fact there are sales experts who tell them not to even try or bother. Well I am here to tell you that there is success and money to be had by engaging with these buyers if you know how, and it all starts with you.
For more specifics on how to achieve change in how you sell and how buyers perceive it, see GAP Selling.
What’s in Your Pipeline?
Tibor Shanto
By Tibor Shanto – tibor.shanto@sellbetter.ca
This is the second in a series of video prepared for BizTV dealing with objections, the first was an overview of sales objections; this one specifically those you encounter while prospecting.
In the video it references a link to download the Objection Handling Handbook, just in case you missed it above, it is: http://bit.ly/BizTV-OHH
If you have questions about objection handling in the course of prospecting, or just telephone prospecting, give me a call or schedule time by clicking here.
What’s in Your Pipeline?
Tibor Shanto
Many sellers believe that Objections are the bane of their existence, and one can understand why. On the other hand, if you step back, you can actually see Objections in a more positive light, and see them as something you can leverage to move sales forward, and win deals other less enlightened sellers may miss.
Below is the first of a series of videos dealing with objections, and how to make them work for you in winning sales.
What’s in Your Pipeline?
Tibor Shanto
It is bad enough when this expression is used figuratively, but it is sad and dangerous when sales people actually and literally do it.
What’s in Your Pipeline?
Tibor Shanto
Want to make more money, sell to the Status Quo. Here are three ways you can start:
What’s in Your Pipeline?
Tibor Shanto
