Limited to max 20. Taking applications now.
Here’s the overview. Over the past year I’ve heard this question from several folks: “Is there an organization where Sales Managers can meet together for ongoing, high-level learning opportunity and challenges that also provide an outside mechanism for enhanced accountability?” The answer is “THERE IS NOW”. Benefits include:
The time to act is now. Be prepared to take your Sales Management skills to the next level, and enjoy the benefits of Hyper Growth of your top and bottom lines. Contact jennifer@jackdaly.net or 888-298-6868 for more information.
10 Objection Handling Techniques Every B2B Salesperson Should Know. by Steli Efti
Nothing defeats an inexperienced salesperson faster than an unexpected objection.
Most salespeople invest hours perfecting their pitch without a second thought to what comes afterwards. But even a perfect pitch can be ruined by poor objection handling.
If you’re tired of losing deals to responses like, “Your price is too high,” “Now isn’t a good time,” or, “We’ll buy if you add these features,” it’s time to get serious about overcoming objections.
Instead of hoping your prospects won’t have objections (they always will), spend some time preparing for them in advance.
Use our list below to start overcoming sales objections and closing more deals.
1. “Your product/service is too expensive.”
When a prospect says your product is too expensive, it isn’t always about price. In many cases, they have the budget for your product, but you haven’t demonstrated enough value to justify your price.
But sometimes it isn’t about price or value. Sometimes your prospects will use the pricing objection to hide their real concerns. The first thing you need to do when you hear the pricing objection is find out what’s really going on.
2. “We’ll buy if you add these features.”
Feature demands are common when selling to enterprise customers. They’re used to getting what they want, and what they want is for you to customize your software to their needs.
When prospects demand features that aren’t aligned with your vision, the best thing you can do is walk away. You may lose some accounts over this, but that’s better than compromising the integrity of your product. Besides, you’ll be surprised how often taking the deal away is all it takes to close on your terms.
READ MORE
The Sales Playbook for Hyper Sales Growth
** Creating a Sales Playbook is important. But other sales drivers need to change along with it.
- Changing the heads, hearts, attitude, drive and focus of your people on the right HPAs that drive results.
- The sales manager’s focus needs to be raising Quality and Quantity. Train, grow and develop a team of higher performers.
- The Playbook maps your proven People, Processes, and Practices so your people do the right things consistently. And you make it repeatable and trainable.
** Every Sales Playbook should have 2 important parts:
-
- 1) Sales – Key areas and content needed to increase focused sales execution
- 2) Sales Management – Key areas to improve how sales managers develop their team in Quality & Quantity and implement it consistently through systems and processes.
UNSELLING by Seth Godin
Getting someone to switch to you is totally different from getting someone who’s new to the market to start using the solution you offer.
Switching means:
Admitting I was wrong, and, in many cases, leaving behind some of my identity, because my tribe (as I see them) is using what I used to use.
So, if you want to get a BMW motorcycle owner to buy a Harley as his next bike, you have your work cut out for you.
He’s not eager to say, “well, I got emotionally involved with something, but I realized that there’s a better choice so I switched, I was wrong and now I’m right.”
And he’s certainly not looking forward to walking away from his own self-defined circle and enduring the loneliness as he finds a new circle.
Which leads to three things to think about:
-
- If you seek to grow quickly, realize that your best shot is to get in early, before people have made a commitment, built allegiances and started to engage in cognitive dissonance (since I picked this one, it must be good).
-
- If you are marketing to people who will have to switch to engage with you, do it with intention. Your pitch of, “this is very very good” is insufficient. Your pitch of, “you need something in this category” makes no sense, because I’m already buying in that category. Instead, you must spend the time, the effort and the money to teach me new information that allows me to make a new decision. Not that I was wrong before, but that I was under-informed.
- Ignore the tribal links at your peril. Without a doubt, “people like us do things like this,” is the most powerful marketing mantra available. Make it true, then share the news.
We invent a status quo every time we settle on something, because we’d rather tell ourselves that we made a good decision than live with the feeling that we didn’t.
