Combating the “NO” factor

Posted on July 27th, 2009 · Posted in Blog, Sales Tips

Creating an effective and compelling sales presentation is an art that not everyone can master effortlessly. Some people are great at delivering gripping presentations that capture their audience and others are better with the follow-up/persistence necessary to obtain a new client. Even with those two vital skills in hand, we often overlook some of the deeper underlying aspects that go beyond just the initial sales pitch.

Learning to deal with objections quickly and tactfully can take you from an average sales person to a great one! If you really consider the overall aspects of selling, you find that a big part of your message is geared towards convincing a client to see and believe in your product or service the way that you do. If you can’t make that connection with them in a matter of seconds, then you need a well thought out action plan for dealing with objections. Never put a prospect in a position where they feel they are forced into making a decision but you have to be ready for them to come back with objections such as “I am not interested”,” I already have one” or “I don’t have time for that”.

Take a quick assessment beforehand and find out exactly what it is that you are trying to convey. Write down every possible objection you can come up with. This short but important exercise can tip the scales in your favor and dramatically improve your closing ratio!

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