Good news. You have already done the hardest part of handling the objection, by setting it up for this smooth move. You got the pivotal objection, and now you’re ready to deal with it. 1. Find out why they are bringing up the objection, considering how great the benefits of the product are. You are experiencing More...

These steps come into play when you have already identified what you are selling, and the core benefits that the product represents to them. 1. Pass the objection by, maintaining the momentum of your presentation. Does this sound crazy. Then think of it as postponing dealing with the objection. Remember, your work to build motivation may More...

When prospects voice their objections, some of us are tempted to prove them wrong, make bigger and bigger promises, debate, or simply give up. My approach is to work with their objections and build the relationship at the same time. People buy from friends. Objections test your friendship with your prospect. If you pass the More...

1. Complete the aspect of your first phase by learning more about your prospect first hand. Who is this person, really? 2. Learn about their values, especially those related to their buying decision and related needs. 3. Get small agreements and concessions in line with the direction to the sale. Don’t worry, I’ll be helping you More...

This piece takes a big picture view of the sales process. It gives you steps that create momentum in your sales relationship. This will move you directly toward the final sale. The steps in this piece give you an overview of the entire sales process, but it is only a very bare skeleton of what More...

People tend to know more about what they don’t want than what they do. The less familiar they are with the product or service, the more what they don’t want is in the foreground. It is so in the foreground, that it can kindle, strengthening their automatic rejection behavior. If you help them reject those things More...

With the Question-Answer Matrix, you have conveyed several very valuable dynamics. 1) Respect: You showed your respect your prospect’s time and intelligence, because you didn’t launch into a deadly, linear exposition on all this material. 2) Professionalism: You have shown that you have the judgment and knowledge expected of a true professional. 3) Trust: Finally, and More...

I mentioned that you must get across the power of your ability to back up your major claim. I have a really good way of doing that. First, I bring up the major claim. Then I say several topics that would help me back up the claim. Then I touch on one of the topics by More...

Every fact that you state should be infused with a feeling of some kind. Even the most boring, raw fact. For every fact in your presentation, I’d like you to track it backwards to it’s reason for being in your presentation. This isn’t school for prospects. It’s sales. When you find the most core reasons More...

Your questions, claims, and conversion into meaning are all generating early sales momentum through interest, trust, and satisfaction. Tip the balance: They also afford you constant opportunities to activate the negative experience of not having the product, and the positive anticipation of having the product. I’ll go into this in plenty of useful detail shortly. This More...