Sales - Objection handling and the power of 'No'
Juliette Ryley - High Performance Business Coach
Partnering with Coaching 360, we inspire CEOs to dream bigger, embrace change, and achieve success. As a seasoned coach, I help scale businesses without losing their mind or killing their team!
The most valuable gift you have to offer is yourself"
Bob Burg
Sales can be a really tough role and often business owners find it's an area in the business that they can experience a high turnover of staff.
But it doesn't have to be that way. Sales can also be an extremely rewarding role and if your sales team are trained well they will become not only an integral part of your team but also extremely loyal.
Our topic of sales and increasing conversion rate continues this week as we focus on how to better handle objections and the power of the word 'No'.?
This weeks Newsletter we will cover;
Enjoy :)
Business Tips
Turning Objections Into Sales: The Power Of A Sales Script
It doesn't matter what you're selling or how experienced you are as a sales person, ALL Sales people get objections.
The difference is really only down to how those objections are dealt with by the sales person.?
It doesn't matter what stage in the sales process you are at, what is important, is that you are prepared! Being abe to anticipate what your lead is going to say allows you to better handle the situation and opens up the opportunity to turn the objection into the sale you're after.?
If you haven't got a sales script then it's time to start thinking about putting one in place. If you're not 100% sure then at the very least start with an objection handling script.
Step 1 -?Write down a list of the objections you face the most.?
Step 2 - Create a sales script/ sales cue document.
This should have responses to all of the above objections. Make sure that these responses stay positive and show you appreciate the leads response/ opinion.
You want the prospect to open up more so ask questions, ideally open ended ones. This is your chance to find out more and build rapport with the lead.
Step 3 - Learn the objection responses off by heart.
Step 4 -??The Delivery - make the sales script your own.
Anyone can read from a script. But that’s not going to help you engage or win over prospects. Make the?sales script your own. Make it sound real and genuine – so that each prospect you talk with thinks it’s just for them.?
Still unsure on the positives of using a sales script? I have written a blog which goes into this in much more detail...
领英推荐
BOOKS recommendation:
Go For No! Yes Is The Destination. No Is How To Get There: Fenton & Waltz
Go For No! is a quick and fun read that is guarenteed to not only make you laugh but also teach you valuable lessons in the art of direct sales and how to turn a 'No' into a positive.
How many times in the day do you get told No?
Too often we shy away from rejection, we let 'No' get us down and it is often the reason why sales is such a high turnover role.?
Fenton & Waltz instead turn No on it's head and focus on the power it can bring. They teach us failing and failure are two very different things and why it's important to celebrate success and failure.
'Challenge yourself to hear 'no' more often, you might be surprised by the results.'
Happy Reading
BUZZ
In this section you can expect to find tasks, questions and often FREE downloads. It's an important part of the Newsletter that has been included to support you and your team. Tasks and questions will often be included to encourage readers to get their teams involved, to share thoughts and capture ideas.
LEAD better, SELL more & get the RESULTS you desire.?
This Friday we see the return of the ActionCOACH Big Friday Finish.
This week we have international bestselling author, Bob Burg, in house speaking to you about the power of relationship marketing.?
Bob is one of the world’s elite in this field and he is here to teach you how to leverage your network of everyday contacts into a never-ending stream of new prospects.
Bob has kindly asked for donations instead of a speaker fee so this weeks event is complementary to all, even if you are not yet part of the ActionCOACH community.?
Bob has kindly asked for donations instead of a speaker fee, if you’d like to donate towards Bobs chosen charity - Ankita Prajapat’s Project who helps feed and accommodate homeless animalsyou can do so on the link below:
To secure your complimentary place at the next Big Friday Finish from 4pm - 5pm on the 20th May please message me directly for a link :)
As always, if you need any further support then I am always only a phone call or a message away.
Juliette