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Sell From Strength #50
       Selling in Quicksand
                   (No More Stalls and Objections)

I can’t believe how many salespeople show up for training programs about “Handling Stalls and Objections” Why is that? Overcoming Stalls & Objections is the hardest selling there is! It is NOT the way to sell.

There really is NO WAY to handle tough stalls and objections without getting into a battle with the very person you just invested time in, trying to get them to like you.

Buyers have been listening to presentation sales people for a long time. They have learned to listen carefully to the Feature and Benefit presentation and mentally stockpile excuses and reasons NOT to buy. When you finish presenting and start the close, they can unload them on you one by one until you give up, or lose your cool and drop your price.

Worst of all, selling uphill looks weak. So with each ‘move’ you make to overcome an objection, you actually lose ground. Kind of like selling in quicksand.

Ever felt like that?

Try this - overcome the stalls and objections before the presentation. Get a clear definition of your prospect’s problems with their current source or situation. Crystal clear. Then point out what your product or service won’t do. Before the presentation. Ask them how they can still buy from you if they can’t get everything. At this point, either they will overcome their stalls and objections, or not. Sure, you can help them - a little. Why not let the prospect do the work? After all that’s clear, then present away. And don’t worry- they’ll still want to hear it (if you’ll tell them).

They wouldn’t have invited you in if they didn’t really need help.

Stop selling uphill. Stop selling in quicksand. Let the prospect do the work.

Dan Shanok
TD Sales Enterprises, LLC 
50 Mount Bethel Road
Warren, NJ 07059
908-822-1700
www.tdsales.sandler.com

© copyright 2007TD Sales Enterprises, LLC all rights reserved

For more information on TD Sales Enterprises LLC, visit our website at www.tdsales.sandler.com to learn about our next confidence building seminar,
click on "No Guts No Gain"


             

 

CHARLOTTE PUERARI|
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Highland Park Office:
301-303 Raritan Ave.
Highland Park, NJ 08904

Tel. (732) 296-8445
Fax (732) 296-8344


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charlotte.puerari@providentnj.com

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SIDEBARLaughs

They say "Crime doesn't pay" which is true, but you have to wonder why these inept would-be criminals even tried!

Like the man attempting to hold-up a bank and wrote the stick-up note on the back of HIS OWN deposit slip.

Or how about the couple on a nationally-syndicated court show that questioned the victim in the courtroom: : 
"Well, If you knew we were liars and thieves, why did you trust us with your property?"

Or the guy went into the bank, handed a teller a stickup note, only to be told to wait for the next available teller, which he did patiently-stocking mask and all-until the police called his number and let him away in handcuffs.

Or the color-blind counterfeiter who made BOTH sides of the bogus bills the same color?

and our personal favorite...the man who broke free from police and led them on a 30 block chase through the city streets.  When the suspect came to a dead-end he scaled the tall fence...only to find he had just climbed the fence INTO the County Jail!

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