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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
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
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A public service message
from UPBEAT NEWS.
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
"Well, If you knew we were liars and thieves, why did you trust us with your
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!
Have a funny story? Share it with
us. Email the editor at UPBEAT NEWS
by clicking here now!