Salespeople need to be optimistic but expect objections because it’s all part of being in sales. How do you handle objections? Alison started her career in the human resources field before she jumped into entrepreneurship. She tried building her own business four times but failed each time. It was her fifth try in 2019 that became a success.
Alison has 3 C’s to sales success: clarity, confidence, and connection.
Clarity starts with customer discovery. It’s in this stage that it is clarified what solutions the prospect needs and what the sales rep can do to partner in those needs. Objections often fall into three categories – budget, time, and necessity. They either don’t have the time, don’t have the money, or they have no need for the product or service. When you’re clear where their objections fall, you’ll have a better grasp on how to overcome it. Clarity is also connected to connecting and building rapport.
Japanese scientist Masaru Emoto’s book Hidden Messages in Water talked about how spoken words can impact water molecules. In a video, he shows how the shape of these water molecules can reflect negative and positive speech spoken over the water. In the same way, well-spoken words can make a huge difference in a sales conversation too.
Confidence is tied also tied to clarity. Words can make or break a person’s esteem and interest. Use positive words and fuel optimism.
The connection is important in overcoming the objection. Connection is about letting a prospect know that you are listening and want to help them with their problem. Connecting comes from asking deeper questions.
Clarity, confidence, and connection are skills that can start with the sales call.
Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.