Tag Archives for " Handling Objections "

greatness in the face of adversity, Weldon Long, objections, The Sales Evangelist

TSE 1093: How to Achieve Personal and Professional Greatness in the Face of Adversity

 

greatness in the face of adversity, Weldon Long, objections, The Sales Evangelist

Even if we have the right process or the best mindset, every seller is going to encounter difficulties, so we must figure out how we’ll stick to our mission and achieve greatness in the face of adversity.

Weldon Long has plenty of personal experience dealing with adversity in the form of 13 years in the penitentiary, homelessness, and dropping out of high school. He had what he calls a dysfunctional life, but he learned the ability to thrive in the face of difficulty.

Difficulties are coming

The truth is that difficulties are coming. It’s easy in personal life or in sales life to feel overwhelmed and tempted to wave the white flag of surrender.

Weldon was in federal prison when his dad died. He got a note to call home from one of the prison guards. He remembers realizing that his dad died with him in prison again.

He had a three-year-old son that he fathered while he was out on parole. He realized that he wasn’t being a very good father or son.

He made the decision to change the course of his life but he had no idea where to start. He still had seven years left in prison, so he started reading.

Copy successful people

His master plan was to figure out what successful people were doing and copy that. Seven years later, he walked out of prison and lived in a homeless shelter at 39 years old.

He learned how to sell reading books and he started knocking on doors looking for a sales job. It took about six months to find a job because he was a convicted felon living in a homeless shelter.

He got a job selling air conditioners and had a great first year. The next year, he used his earnings to open his own air conditioning company. Though he knew nothing about air conditioning, he knew how to sell air conditioners.

He hired the operations people and grew the company to $20 million in five years. In 2009, his company was selected as one of America’s fastest growing privately held companies.

His life has been a study in overcoming adversity, and the lessons are useful for anyone because everyone will eventually face challenges. Learning to face them is the key to achieving greatness in the face of adversity.

Sales process

Weldon points to the sales process as the secret to building a successful business.

The prospects are 100 percent in control of the result. They get to decide whether they will write us a check or not. The sellers are 100 percent in control of the process. Far too many sales professionals focus on the outcome rather than focusing on what they actually control, which is the process.

Weldon quickly learned all the difficulties of selling and he said he was amazed by the number of honest people who would promise to call him to follow up but who never did.

Buyers will say one thing and do something else, perhaps largely because they fear getting ripped off or misled. They put a lot of protective mechanisms in place.

Sales hallway

In his book Consistency Selling, Weldon introduces a concept he calls the sales hallway. He and the prospect are at the beginning of the hallway together. At the other end of the hallway is the door he’s hoping to get the prospect through.

As they walk together, the prospects have a lot of questions about products, services, and guarantees. Most importantly, prospects have questions about price.

When they have all the information, they tend to want to postpone the decision. They try to leave little trap doors or escape routes along the hallway.

  • “I’ll think about it.” 
  • “I’ll call you next Tuesday.”
  • “You’re too expensive.”

When Weldon learned to address those obstacles before they came up, it was the turning point in his sales career.

Influence and persuasion

Weldon read an article by Robert Cialdini, author of the book Influence. It was all about the consistency principle, which says that public declarations dictate future actions. The idea is that if you can get someone to make a public declaration, he becomes more likely to take actions that are consistent with that statement.

He determined which objections he was facing most often, and he structured his conversation so that the prospect didn’t struggle with those fears. When he did that, he found way less resistance at the end of the sales process.

When he started selling, it was “kitchen-table selling.” It was residential air conditioning to families who were mad that they were having to spend the money. He was on their turf and they had other bids that were half his price. Weldon learned to prosper in that situation.

Price objection

How do I deal with price objection?

The problem is that most people don’t bring up price until the prospect does at the end of the process. Once the prospect brings it up, he’s in a super defensive posture. They know you’re going to try to sell them on why you’re worth the extra price.

The heartbeat of his whole process is addressing those concerns. When he helped Farmer’s Insurance address the price objection, he recommended looking on the Internet for considerations when purchasing insurance. He found a thousand different articles that all said that price isn’t the most important consideration.

Now when he’s sitting with a prospect, he’ll address the fact that price is a valuable consideration when purchasing insurance. But then he’ll ask the prospect whether he agrees or disagrees with the fact that there are other considerations that are equally as important as price.

Public declaration

Weldon shared the example of a company that canvassed a neighborhood by telephone to find out whether residents believed it was important to fund research for childhood disabilities. The following week, when the canvassers came to actually collect money, the donations doubled because the people had previously made a public declaration that it was important.

Weldon realized that if he could get his customers to acknowledge that price isn’t the most important, and if he could get his customers to declare publicly that they would call him tonight with an answer, he was less likely to struggle against those objections.

Sellers tend to focus on the door at the end of the hallway and they try to close. The key is to prepare yourself as you’re moving through the hallway.

The way to help the prospect get back into resonance is to take action consistent with the words you said earlier.

Improving numbers

There are those who will point out that this approach won’t work every time, and that’s true.

But if you’re closing four out of 10, my job is to show you how to get one or two out of the six you’re losing. You’re already getting the four. I’m going to help you get better margins.

Everyone loves the idea of making twice as much money but no one wants to work twice as many hours. The key is to increase your productivity with your raw materials. Your raw materials are time and leads. How do you produce more output with the materials you have?

Anticipate the objections

If you’re selling air conditioners, it shouldn’t surprise you to hear that your price is too high. You should anticipate that objection. Lay the groundwork so you can have the right conversation.

By the time you get to close, the time for debate and argument is over. Your only hope is to remind them what they said earlier about price.

If I say the price isn’t the most important consideration, I’m a salesman. If they say it, it must be true.

Create the prosperity mindset to prosper before you face adversity. Get clear on what you want so you can achieve greatness in the face of adversity.

Remember the FEAR acronym.

  • Focus
  • Emotional commitment
  • Action
  • Responsibility

Build a plan that anticipates objections and create a sales process that addresses those objections.

“Greatness In the Face of Adversity” episode resources

If you text the word “Videos” to 96000, you’ll receive free content about how to create the prosperity mindset and how to deal with objections in the sales hallway.

Grab copies of Weldon’s books:

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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Donald Kelly, The Sales Evangelist Podcast, Grit

TSE 1004: Sales From The Street – “Grit”

Donald Kelly, The Sales Evangelist Podcast, Grit

There’s a single characteristic that distinguishes effective sellers from the others, and it’s grit.

It separates those who work hard and effectively from those who don’t. It distinguishes those who go above and beyond the call of duty from those who do not.

Grit

Those of us in sales need to have grit.

Grit is courage. It is resolve. It is a strength of character. To have grit is to have rock solid mental toughness.

If you can be rock solid, right now – at the beginning of the year – you will be so much more effective and efficient. [01:39]

Consider the new hire whose resume looked fantastic, but who shows up with no drive or passion for the work. Sometimes we pass by individuals with higher levels of grit simply because their GPA wasn’t as high or their resume was lacking. [02:34]

I have a problem with that.

I know some very smart people who lack the level of grit needed to take advantage of their intelligence. They end up in mediocre jobs. It seems like a waste of talent.

On the other hand, we see folks without the necessary level of education who have passion and grit. They have the ability to do more and work harder than the average person.

Desire

How? Where does their level of passion and perseverance come from? [03:16] I believe it has everything to do with their level of desire.

There was a low point in my life when I was faced with homelessness but I had the drive to make sure that my family was taken care of. There are certainly people who are smarter than I am or who have more experience than I do, but I had the grit to create this podcast series. I was determined to make it happen and I hustled. [04:06]

I had the desire and the perseverance. There were difficult times, of course. I didn’t always know if it was going to work. But we pushed through.

Can grit be taught? Can mediocre individuals on your team get it? Yes.

Be positive

“I can’t do it.” “I can’t make that call.” “It’s not going to work.”

If you can’t, then you won’t.  

But if you say you can – then it is more likely that you will. Things move for people who have the desire to make things move.

Perseverance means you will do whatever it takes to make something happen because you want it to happen. You have to push through the tough spots.

Use the right words. Instead of “maybe I’ll get a sale,” or “I hope I get a sale,” try “I will get a sale today!”

Obviously, realistic goals are important: Is it possible? Can I do it?  I’m sure you can make a million dollars in sales in a day – but is it likely?

Maybe not. But it is certainly likely that you will find the right client today or close a deal today. [06:22]

Visualize success

Think about what you need to do to make it happen. If you tell yourself that it isn’t possible from the very start, it’ll never happen.

When you feed yourself failure, your whole subconscious and whole body react.

Think about how to reach your goal. What will you do? What will you say? And what are the steps necessary to succeed?

Set the entire process up in your mind; from what you will say, to what the email will say, to when you are going to call. Tell yourself that the clients will be interested, they will want to set up an appointment, and you are going to get the demonstration.

Visualize it all. If you can’t see it, you can’t achieve it. [08:24]

Act

You need to practice. Perfection doesn’t come by accident. It has to be deliberate. Be specific. [09:01]

You will get the appointment or that meeting with the CEO when you decide the steps to take and then practice those steps.

Before you get on the phone, for example, think about what you need to talk about and what questions you need to ask. Know why they would want to talk to you! What challenge can you solve for them? [09:52]

In this way, if you get thrown an objection, you will automatically know how to handle it.  You’ve already visualized the entire conversation.

You can’t wing it. Winging it only gets you winging-it results. [10:32]

People with grit have a vision. They know what they want and they are determined to get it.

They practice achieving it and set a plan to do it. Then they do it, and do it, and do it again until it happens.

Succeed

Will you have perseverance this year? Will you push through the tough times, or will you just give up?

I encourage you to look past any shortcomings you’ve had. Make 2019 the year that we accomplish greatness. The theme for the year is Empire Building, whether that be your sales empire, business empire, or family empire. Let’s build it!

You are the only person who can stop you. [11:19]

“Grit” episode resources

Check out Grit by Angela Duckworth.  

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

 

Sales Objection, Donald Kelly, New Seller

TSE 870: TSE Hustler’s League-“Objection”

Sales Objection, Donald Kelly, New SellerEvery prospect has objections. If you fail to address them well, your proposal could go dry. Your prospect may disappear.

Today on The Sales Evangelist Hustler’s League, we’ll hear a discussion about how to align our prospects with our company and how to qualify our prospects before closing.

Don’t trick the buyer.

Talk to the prospect about unconsidered need. Is there something you can share about the product that your product hasn’t thought about? Think about ways that other customers are using your product that your prospect may not have thought of.

Provide solutions that will make your prospect’s decision easier.

Qualify prospects.

It’s important in the sales process to qualify your prospect. If someone clearly isn’t going to buy, it’s best to eliminate that prospect quickly.

Recently, on my The Sales Evangelizers Facebook page, I asked the group why people seem so afraid to talk about money. One member said it was because, if we do, most of our prospects wouldn’t be prospects anymore.

While that’s funny, there’s some truth to it. I should do my best to figure out as soon as possible whether a prospect is legitimate.

Address objections.

When prospects throw up smoke screens, can you overcome them?

The best way to handle objections is to address them early and to address them before the buyer does.

Identify the objections you hear most often from your prospects, and tackle them before the buyer has a chance to. When you do, you’ll take some of the punch out of the objection.

One of the most common objections, of course, is pricing. If you know that six of the last ten prospects you had mentioned pricing as an objection, bring it up early in the process.

“As you know, we’re not the cheapest on the block, but we’re also not the most expensive. Let me tell you why our last customers chose us.” Then you can ask what kind of budget the prospect is working with.

“Objection” episode resources

The Sales Evangelist Hustler’s League is an online group coaching program designed to help sellers of all levels. Whether you’ve been selling for 15 years or 3 days, we’ll give you all the coaching and guidance you need to perform well.

The course is only $167 a month for three months, and it will connect you with sellers in all regions and industries who can share their struggles as you share your own.

This episode was brought to you by our friends at Wiley, publishers of the book Stop Selling & Start Leading. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

Also check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

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Donald Kelly, Building Value, Price

TSE 850: TSE Hustler’s League-“Luxury Item”

Donald Kelly, Building Value, Price

 

 

If your prospect views your product or service as a luxury item, your sales process may not matter.  If he sees it as unnecessary, or as a step that will create extra work, he’ll likely delay making a decision on it.

Today on The Sales Evangelist Hustler’s League, we discuss how sales professionals can address these objections. We’ll address how you can help them address the extra work and how you can change their perspective of your product or service.

Alleviate extra work

Imagine you’re a house painter, and your prospect needs his house painted. Before you can paint, though, his walls need to be washed. He has so many obligations that he figures the paint can wait because he doesn’t have time to wash walls.

You have two choices. Either offer a service that takes care of this step for him, or train him to do it for himself.

If you find that a majority of your prospects are in this same situation, consider viewing it as an additional business opportunity.

Maybe you act as a consultant or you upsell your prospect an additional service as a leadup to your primary product or service.

Explain the business case

If your prospect views your product or service as a luxury, help him understand why it’s a necessary step.

Help him recognize why delaying this decision will cost him money. Or help him recognize why making the decision now will make him money.

Emphasize why acting now is a better idea for his business. Even if it isn’t a necessity, explain why now is the best time.

Address objections

Identify all the objections your prospects might bring up, and prepare responses to each of them.

If they don’t want to change providers now because it will create additional work, have a response for that. If they have a mediocre system that works for now, help them understand the benefits of acting now rather than later.

Educate the prospect by helping him understand why his objections are unfounded or short-sighted.

“Luxury Item” resources

The Sales Evangelist Hustler’s League is an online group training program that focuses on group training and collaboration. It’s a hands-on opportunity for members to help each other with individual struggles.

No matter how long you’ve been selling, others have faced the same challenges you do, and they may have insights you don’t have.

Visit thesalesevangelist.com/hustler to get more information and to apply for the program. If you prefer, call us at (561) 570-5077.

I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m offering a free excerpt of the book so you can check it out and see the value for yourself.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Grab a copy of The Science of Selling: Proven Strategies To Make Your Pitch, Influence Decisions, and Close the Deal.

Tell others you know about our podcast, and subscribe if you haven’t already. Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Meir Ezra, Donald Kelly, The Sales Evangelist

TSE 656: You Need a Better Sales Process!

Meir Ezra, Donald Kelly, The Sales EvangelistSales process – this is something that new and struggling sellers have.

Today’s guest is Meir Ezra and he shares with us why you too need to have an effective sales process in place and how to actually do that. Meir runs different businesses around the globe. Back in Israel, he has taught companies how to become successful. Then he started in North America five years ago, teaching people how to really make it.

Here are the highlights of my conversation with Meir:

Why many sellers don’t have a process:

  • Not knowing why it works and why it doesn’t
  • Not knowing when each step has been completed and when to go to the next step

How to get started in creating a process for your business:

  • Each step has to have an exact end phenomena.
  • Understand the end result.

What you should be looking for is the end result of each step and not the step. Understand what you really need to achieve in each step, then figure you what you need to do.

Meir’s 6-step sales process:

  1. Contact the person.

End result: The person trusts you and is willing to talk to you.

One indicator that a person trusts you is when the person will initiate a subject without you probing.

  1. Handle all possible antagonism.

The client may have had problems with salespeople before or with your company or a similar company or product. Find out what the person thinks about salespeople and the subject you’re handling.

  1. Find the problem and agitate it.

Find out the person’s “ruin,” and once you’ve found the problem, make it bigger.

  1. Make the person understand that you possess the solution for their problem.

Create the mystery. You don’t really tell a customer the in’s and out’s of your product in order to create mystery. And that mystery is your glue between you and the product.

  1. Close the deal.

Present the agreement, sign, and pay.

  1. Handle the resistance.

After the purchase, in 80% of the cases, there will be questions, resistance, disagreements, etc. So be ready to handle that resistance.

*The reason people don’t close is they skip one of the steps either by not completing them or by not doing them at all.

Measuring Each Step

You have to be able to measure each step.

For example:

  • In contacting the person, there are a number of agreements you need to count. How many things did they agree with you on?
  • When you find the ruin, measure if you have the ruin or not.

5 Steps in Handling Objections:

  1. Acknowledge. Listen patiently and fully understand. Ask as many questions as you can.
  1. Accentuate. Make it bigger.
  1. Make the person right. When you do this, they have nothing else to push against.
  1. Wait. The moment they have nothing to fight about, do nothing. Then wait for them to say something.
  1. Restore the agreement. Tie it back into the real reason the client wants to buy and restore the agreement.

Meir’s Major Takeaway:

Do the sales sequence. Look at the end result of each of those steps. The salesperson that doesn’t close at least 90% of the qualified prospects is not a salesperson.

Episode Resources:

Connect with Meir through email at meir@meirezra.com.

The Science of Selling by David Hoffeld

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