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Casual Articles - Don't Overcome Objections - Sell Value
Applying for work is stressful, no matter the circumstances. Even if you are already working, and merely looking to see what else is out there, you still want to be offered the position. If you realize, half way through an interview, that you would be miserable working for this company and you wouldn't let your dog take the job, you still want it to be offered. If the hours are unsuitable, the job duties demeaning, and the salary a joke, you still want to be made an offer.Why is it so important to us to
The rationale for this question is: I am accepting their objection as real for them. I am not challenging it. But, I am
Prospective firms frequently receive dozens, if not hundreds of applications for sought after open positions. The job market for high level positions can be extremely competitive. Candidates often neglect several little known ways to be easily recognized in a sea of job applications.The majority of candidates submit applications via traditional mail, email, or web forms. The fax machine is used infrequently and overlooked by most candidates. Many top level executives will reach for several documents rec
1. Poor prospect qualification.
2. Poor timing.
3. Hidden agendas on the part of the prospect.
4. Lack of trust.
5. Lack of respect.
6. Lack of understanding by the prospect in some aspect of
your sales message.
7. Lack of acceptance of your sales message.
When a prospect gives you sales objections or sales resistance one of the above issues is usually the case. However, they might not tell you their real reason. There is what I call in the sales process a truth line. Prospects often tell you what is above the line hiding the real truth below the line. For example. The prospect says, the price is too high.” What else could they really be saying? What is below the truth line. “I don’t have the money or credit. You haven’t convinced me it is worth the price you are asking (perceived value). I don’t have the authority to make a decision , but I don’t want to admit that. So you see there is more to sales resistance than meets the eye. One technique I have used when I get sales resistance is to ask the prospect a question when I get any type of objection. “In addition to that is there anything else that would get in the way of our doing business together.”
The rationale for this question is: I am accepting their objection as real for them. I am not challenging it. But, I am a
The Waste Electrical and Electronic Equipment (WEEE) directive came into force in the UK on 13th August 2004. The WEEE Directive aims to minimise the impact of electrical and electronic equipment on the environment during their life times and when they become waste. It applies to a huge spectrum of products including Computer Hardware and it encourages and sets criteria for the collection, treatment, recycling and recovery of waste IT equipment.The enforcement of the WEEE and RoHS (Restriction of the
your sales message.
7. Lack of acceptance of your sales message.
When a prospect gives you sales objections or sales resistance one of the above issues is usually the case. However, they might not tell you their real reason. There is what I call in the sales process a truth line. Prospects often tell you what is above the line hiding the real truth below the line. For example. The prospect says, the price is too high.” What else could they really be saying? What is below the truth line. “I don’t have the money or credit. You haven’t convinced me it is worth the price you are asking (perceived value). I don’t have the authority to make a decision , but I don’t want to admit that. So you see there is more to sales resistance than meets the eye. One technique I have used when I get sales resistance is to ask the prospect a question when I get any type of objection. “In addition to that is there anything else that would get in the way of our doing business together.”
The rationale for this question is: I am accepting their objection as real for them. I am not challenging it. But, I am
The real estate market of India is becoming a hot selling property and is attracting the attention of real investors as they are getting huge profits and high returns on their investments. The real estate in India may still be a fragmented industry with high transaction costs and an absence of complete transparency; but it is whetting the appetites of domestic and overseas investors. In India, the world's second-fastest-growing economy, after China, changing government policies and a focus on infrastructure ar
The rationale for this question is: I am accepting their objection as real for them. I am not challenging it. But, I am
Engineering can best be described as the application of science to the needs of humanity. This is accomplished through the application of knowledge, mathematics, and practical experience to the design of useful objects or processes. Engineers devise new processes, operations, and machines, and advance the capability, and presentation of manufacturing systems, buildings or transportation systems, and electrical systems. Engineering is the basis of the technology that improves civilization.Engineering aff
The rationale for this question is: I am accepting their objection as real for them. I am not challenging it. But, I am
Dentistry is a dynamic and rewarding profession offering a variety of career options. The dental industry has undergone many changes recently. It has created a lot of job opportunities for dental professionals. Atlanta dental jobs play a vital role in the state. Anyone who has passed the D.D.S. (Doctor of Dental Surgery) or D.M.D (Doctor of Dental Medicine) degree can apply for the post of dentist in any one of the Atlanta dental clinics.Plenty of exciting dental job opportunities exist in Atlanta for i
The rationale for this question is: I am accepting their objection as real for them. I am not challenging it. But, I am asking what else is there? If there is nothing else they will either admit that there isn’t or make one up. In either case I am further below the truth line. If they admit there isn’t I am now closer to closing the sale presuming I can effectively deal with this issue.
The key to disarming sales resistance is to identify early in the process what the potential areas of concern are and then weaving the answers into the sales process.
You can effectively answer sales objections all day long and still not close the sale if you are not dealing with the real issues.
Why people challenge price.
Prospects, customers want several things from their suppliers. Fair price, quality products and services and timely service. (not in order of their preference) Surveys that have been done of consumers say that most consumers want: Timely and responsive service first, quality products and services second and low price third. For over 20 years I have surveyed my sales audiences and asked them what they think is most important to consumers and the results have been consistent: Low price, quality and service last. We seem to have a diffe
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