- Minimise purchase risk, increase that FOMO (fear of missing out)
- Get ahead of consumer questions with reviews
- Listen to your customers and improve their experience
- Invest in referral marketing
What is a hidden objection in sales
an unstated objection which a prospective buyer has to a product offered by a salesperson.
How do you respond when clients think you are too expensive sample
Here’s what you can say: “I really believe I can help you with xyz problem and I would love to have your business when you’re ready.
If your situation changes, feel free to get back in touch.” “I wouldn’t want to compromise on the quality of xyz solution, so I’m afraid I can’t lower my prices.
How do you respond when a client chooses another vendor
Thank them for their time. Complement them on their choice. (No way you’re ever going to recover this prospect if you insult their decision-making capabilities, no matter how boneheaded you think they’re being.)
If possible, offer them something free (advice, handouts, etc.)
What are 3 open-ended questions to ask customers?
- How so?
- Why is that?
- Can you tell me more about that?
- What caused that to happen?
- How’d that make you feel?
- Did it improve or get worse?
What are 4 techniques that will make the product presentation effective
What are four techniques that will make the product presentation lively and effective? Displaying and handling the product, demonstrating the product, using sales aids, and involving the customer.
What to do when a prospect says no?
- Be respectful
- Don’t act like you weren’t just rejected
- Offer more context
- Keep it concise
What are some good closing questions
What would you need to be able to make a commitment to move forward?
If you had everything that you want, are you prepared to move forward? If we were able to give you what you are asking for, would you be able to move forward with the purchase?
When are you going to make your final decision?
What is the rule against hearsay
The rule against hearsay is deceptively simple, but it is full of exceptions. At its core, the rule against using hearsay evidence is to prevent out-of-court, second hand statements from being used as evidence at trial given their potential unreliability.
What do you say when a customer is not interested
The best response I’ve found to the “I got your message, I’m not interested” response is to simply reply: “Well, (PROSPECTS NAME) I’m not asking you to make a decision.
What are common rejection words in sales?
- Maybe
- Seriously
- Discount
- Hope
- Ridiculously
- Guarantee
- Honestly
- Contract
How would you accept a no from your customer?
- Understand why they are a “No” This is where the structured “7 Steps to Yes!” sales conversation comes in
- Identify what sort of a “No” it is
- Acknowledge their reason
- Challenge them (if appropriate)
- Let them go Gracefully
- Follow up for Referrals
- Review and Reflect
How do you respond to it’s too expensive?
- Ask for context
- Reiterate value
- Tell a story
- Find out why the prospect thinks it’s too expensive
- Ask what it would cost the prospect to do nothing
- Temporarily set the price aside
- Ask what a fair price would be
- Compare price to ROI
How do you tell a vendor they are too high?
- Use a positive tone
- Compliment the supplier
- Explain your perspective
- Request a discount
- Set clear terms
- Hint at an incentive
- Choose a date for a response
- Get to know your supplier
How do you respond when clients say your price is too high
How to Respond Directly to a Price Objection. “This is a great deal, I can reassure you.”
“Our offer is more than competitive. Let me give you an example.”
How do you respond when someone asks to lower your rate
“Thank you for the offer. I price myself based on the value of my work, and there isn’t any wiggle room for lower rates at the moment.
I understand my services aren’t within your budget currently, but if anything changes, please feel free to reach out in the future.
What are 4 types of closes?
- Question Closes
- Assumptive Closes
- Take Away Closes
- Soft Closes
How do you close in network marketing?
- #1 Magic Words
- #2 Point out Similarities
- #3 Smile
- #4 Eye Contact
- #5 Yes Stack
- #6 Head Nod
How do you overcome sales pressure?
- Ask for help
- Take intentional time away from work
- Incorporate mindfulness practices into your work day
- Focus on one task at a time
- Improve your sales enablement strategy
- Balance conversations with prospective and existing customers
- Understand your sales data
How do you tell customer this is the best price?
- Share the lowest terms you can offer and add variables
- Examine why they want to negotiate and actively listen
- Focus on the simplest issue first
- Trade discounts for concessions
- Convince them of the value of your product
- Negotiate as long as possible
How do you justify a high price?
- Introduce a new version
- Cut to the chase
- Remind customers about the value they get
- Tell them about your costs
- Be humble on social media
- Launch a low-cost version
- Highlight social responsibility
- Make sure your price can be justified
What are the two sales resistance
The two major types of sales resistance are reasoned or objective resistance that comes from logical thinking and emotional or subjective resistance that comes from emotions or some other psychological basis.
What are some good open ended questions for sales?
- What will make this appointment worthwhile for you today?
- What motivated you to take this call with me?
- How did you get involved in this project?
- What’s the most important priority to you in this?
- What is the biggest challenge you face with your business today?
What is tip the bucket technique
Tip the bucket ‘Tipping the bucket’ is a simple, but perhaps counter-intuitive thing to do when the other person objects.
What you do is to ask for more objections. In fact you ask for all the objections you can get, thus ‘tipping the bucket’ of objections that they have been thinking about.
What three core values should every sales person have and why?
- Independence
- Courage
- Pride
- Creativity
- Confidence
- Honesty
What are two key ingredients for adaptive selling to be successful
Sales research and practice show that knowledge of the customer and sales situation are key ingredients for adaptive selling.
What is the feel felt found method
The Feel, Felt, Found method is easy to use. This helps your customer to realize two things: first, that you get how they are feeling and also, that they aren’t alone.
Other customers have been where they are. And finally, you tell the customer what you, or other customers, have found to work in this situation.
What is an assumptive close in sales
The assumptive close is a sales tactic used to close a deal. The salesperson assumes the prospect has already agreed to buy, so they finish the sale by using phrases that imply they’re ready to move forward.
What is the difference between felt and feel
Felt is the past tense and past participle of feel. Felt is a thick cloth made from wool or other fibres packed tightly together.
Citations
https://www.indeed.com/career-advice/career-development/objection-handling
https://www.badgermapping.com/blog/how-to-overcome-sales-objections/
https://salesxcellence.com/sales-training-reframing-and-pre-empting-objections/
