If you’re in management, then there are a lot of metrics to choose from. Companies measure all kinds of things these days— the number of phone calls, connect rates, presentations set, leads in the funnel, etc. With technology the way it is, there is no shortage of ways to break processes down and measure them. But are you measuring the most important one? As you’ll learn today (and I’ll go into more detail tomorrow in my presentation), if you’re not measuring exactly how your reps are … [Read more...]
5 Ways to Better Objection Handling
Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? (And, by the way, that you’re going to get all year long.) I guarantee you that if you just take the time to follow the step by step advice you’ll read below, you will – within 30 days – be a more confident, competitive, and successful sales professional. Guaranteed. Step number one: Take time to carefully script out word-for-word rebuttals to the common … [Read more...]
Handling the Objection – “I Need to Speak With…”
A new year is upon us and guess what? The teams I’m working with are still getting the stall, “I need to speak with (my partner, my boss, purchasing, etc.).” Oh my gosh, by golly, you’d think they’d cut you a break and just buy already :) Here’s the good news: Because this is a recurring selling situation, you shouldn’t have any problem dealing with this. In fact, you should be able to recite at least four different, best practice responses to this, right? Surprisingly, many sales reps … [Read more...]
Relaxing Over Objections Could Double Your Business
What two crises does every sale have? Objections and “the close”. It's at these two places that the success or the failure of your sale teeters on the edge. What if you actually used these two crisis moments to create deeper rapport with your prospect instead of the stress they normally create? When you learn to do this, you'll see an immediate doubling of your income. Am I making wild claims about income? Award-winning research scientist Dr. William R. Miller found that if a professional … [Read more...]
Deleting the Objection, “Email That to Me!”
What’s the number one blow off prospects use these days? “Can you email that to me?” If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that you will need to talk to them later… Unfortunately, later becomes never as chasing down busy professionals – especially people who now don’t want to be followed up with – becomes nearly impossible. The solution? Be prepared with a good script and a good strategy. The one I like most is to prepare an initial email in … [Read more...]
Excellent Way of Handling the “I Need to Think About it” Objection
You should expect objections and you should not be surprised by them! Of course, people are going to have some questions (objections) before they purchase or invest with you. So don’t get defensive, instead welcome the question or objection as your prospects desire to move the process forward. If they didn’t want to work with you they would just quit the process straight out. I’ve never heard an objection that wasn’t valid when looked at from the prospect’s perspective. So, instead of getting … [Read more...]
The 3 Primary Variable Annuities Objections and How to Handle Them
If you sell variable annuities, you’ve probably been here before: You have an ideal candidate for a variable annuity – for example, someone whose income is high but has already maxed out 401(K) contributions; or someone in their late 50s without a traditional pension – but he or she is extremely reluctant to even consider one. Why? As with any financial investment, variable annuities do have their detractors. Most likely your client’s hesitation is due to one of three main objections to … [Read more...]
How to Handle Clients Who Bring up Annuity Fraud
“Didn’t a bunch of people just recently get ripped off by annuities?” You’re bound to hear that question if you’re an investments advisor aggressively selling annuities -- and you should always have an answer. After all, the news media likes exploiting financial fraud, and it’s important that you put your clients at ease if they ever raise the issue. Fortunately, with annuities, fraud is the exception and not the rule, although there are dramatic cases from time to time. Consider this one: … [Read more...]