Sales Training – Turning Objections into SALES!

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You are leaving cash on the table?

Have you ever heard of any of the following:

1. I have to speak to my spouse.

2. I don’t have the money right now.

3. I am too busy.

4. You are too expensive!

5. I prefer product XYZ!

These are all sales objections that many of us hear every day, and most of the time we accept or agree with the sales objection and let the prospect go. When you follow the 3 step process that is clearly outlined in the sales training video below you will see that the objection first given is not the TRUE Objection. When you get to the true objection you will find that it links to emotions and often a completely different reason.

You must get down to the TRUE Objection in order to be able to discuss the topic, build relationship and really assist your prospect.

Here is a Sales Objection example to assist you!

Objection: I am not interested in your product/service!!!

On the surface you may say that this person has no need for your product/service until you use the method in the video below and realize that the person’s TRUE Objection was that they had used a similar product/service to yours and that it failed and had caused them embarrassment and problems with their boss, etc. Now, that you know TRULY why they are objecting you can start to overcome the objection and assist them.

The entire process is about caring and building relationships to give your prospect the peace of mind that you are not going to cause the same problem or situation as another vendor may have done.

This is a SIMPLE yet very powerful process and when you get it working for you with some practice you will start to see amazing results!

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Author: Colin Sprake is the CEO of Make Your Mark, a Canadian company of live seminars, online entrepreneur academy and live accountability groups that have helped 10,000’s of Entrepreneurs achieve rapid results in small business growth and development. Colin is a best-selling author of ‘Entrepreneur Success Recipe’ and trains for BMO, Sun Life Financial, Scotia Bank, T.D. Bank and lives by the tagline Business With Soul – putting heart back into business!