Category Archives for Offering Value

Objections, Donald Kelly, How to handle objections

TSE 787: Why They Should NOT Buy

Objections, Donald Kelly, How to handle objectionsSometimes, your customers shouldn’t buy from you. We don’t often think about that as sales professionals, but we should. Sometimes, their objections are correct.

In today’s episode, we discuss why you should empathize with your customers and put yourself in their shoes. The more empathetic we are, the more likely we are to persuade them to purchase our product or service. We’ll build credibility.

Recently, for example, I generated a Facebook podcast that asked people about the biggest problem they have with sellers. The most frequent response was that people didn’t like how pushy salespeople were.

We aren’t all pushy, of course, but we have to deal with that public perception. Obviously, we want to make money, but we can’t allow that to be our push.

Your job as a sales professional is to persuade people to buy your product or service. We often focus on making money instead of adding value.

[Tweet “Our goal as sales professionals should be to find solutions to challenges rather than pushing a sale for our own gain.” #SalesSolutions]

In this episode:

  • Hear how customers work to disqualify you and your products and services.
  • Learn the questions you can ask to understand the competition and identify with the customer.
  • Understand the role your commission does or more realistically doesn’t, play in the sale.

Objections

When you empathize with your customers and establish credibility, your customer will be more likely to recognize you as the solution to her problems.

Establish what sets you apart from the competition. Identify the ways your prospect is seeking to disqualify you as an option. You’ll be better prepared to create content that is molded to your customer.

If you or your team could benefit from learning to build value with your prospects, the April semester of The Sales Associate Hustler’s League is a group coaching program designed to help sales professionals, entrepreneurs, and sellers of all levels.

Each week’s training addresses concepts or training relevant to the theme of the training. For the month of April, it’s building value. Visit thesalesevangelist.com/hustlers.

 

Anthony Tran, Marketing Access Pass, Sales Education

TSE 091: How To Offer Value Through Education And Win More Deals!

Anthony Tran, Marketing Access Pass, Sales Education Today, we will dive into the power of giving value to your customers through educating them first before you even start selling. Our guest for this episode is a California dude Anthony Tran. His company, Marketing Access Pass, is a full web service business that designs websites to social media marketing search engine optimization. He also has a podcast, Marketing Access Pass, where he interviews online entrepreneurs as they share their online tips and strategies so that people can take their business the the next level online. He talks about online business, how it operates, and how online marketing can integrate with their business

In this episode, Anthony shares with us his wealth of knowledge on educating customers as your avenue to sales as well as providing education in order to create a great buying experience for your customers.

Bring value, value, value first…and business will naturally come knocking on your door.

Here are the highlights of my conversation with Anthony:

People buy on emotion more than they buy on logics.

The importance of educating before you start selling.

  • Through teaching your audience, you get their trust to do business with you.
  • Builds relationship with your clients.
  • Even acquiring clients out of serendipity.

How Anthony educates and brings value to his audience:

Becoming the trusted resource.

The principle of “thinking different.”

Creating a blog for your ideal customers:

  • Start with a WordPress platform – easy-to-use content management system
  • Think of how you can educate and help people understand.

Other ways to educate your customers:

  • Live workshops
  • Webinars
  • Sharing content on social media

Figuring out what to provide to your customers:

  • They will usually give you feedback, just ask them.
  • Ask them. (ex. what they’re struggling with or what is it that they want to learn)
  • The power of opening up to people and interacting with them.

The power of giving out free content so customers can test your product.

Shift from a mindset of just closing sales to building the trust of your customers.

Projects Anthony is currently working on:

  • Virtual Summit in 2015 – interviewing online entrepreneurs to share traffic generation and marketing strategies.

Connect with Anthony at MarketingAccessPass.com.

Anthony’s Major Takeaway:

Sometimes sales may have a bad stigma to it. But through this approach, you can actually make sales without pressuring the people to do it. And by giving value and training people, you’re going to make sales… people are going to have a great experience buying from you.

[Tweet “@AnthonyTranMAP Thanks for the great information you shared on #TheSalesEvangelist Podcast with @DonaldCKelly “]