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Actual for You - Inside Sales Tips - Overcoming Initial Objections
You have been working on a product for over a year now, and are finally ready to unleash your product on the world. However you do not know the best way to try to sell this product to your consumer. You have a feature set, but you just can not put the rest of the words together in a way that will lure prospective customers to purchase your product. Here are a few tips to writing a sales copy that sells.1. Create an Attention-Grabbing Headline – If you do not write an atte
"I'm not interested."
Your immediate response could be,
"Some of our best clients felt the same way when we first called them too, however, once we explained how our (service, product, investment) w
Delight = Customer Expectation plus 1. This was the simple formula for delighting your customers that Ken Blanchard informed us of in his book “Raving Fans” For me this is a great formula, but in itself it also raises a number of questions. For example, to deliver a plus one, to exceed something, you must know what that something is in the first place… so do you? Do you know what your customer expectations are at each moment of contact? I am constantly surprised by how
Eighty percent of all inside sales reps have trouble getting past these initial negative responses. Often times you will hear them saying the worse possible thing to these initial objections—they will repeat them! How many times have you heard someone next to you (or even yourself) say, "You are not interested?" Or, "You don’t have the budget now?" Or, "You all ready have a supplier?" And so on. This is the consummate mark of an unprofessional. Why in the world would you want to affirm a negative?
The way to overcome this is to be prepared for their initial negative responses with your own positive responses. You must realize that when someone says they are not interested, it does not mean that they aren't interested, rather, it is just a reflex response. Nearly every one of your prospects will give you some type of initial negative response. That is just the way it is. People can not be bothered with all the salespeople that are constantly contacting them. So to save time they have developed these initial negative responses to blow off 80% of sales reps that call them.
Now here is the point. Just because they say they are not interested, or that they don't have the money, that doesn't mean they aren't a potential sale! You must recognize these responses for what they are and learn techniques to overcome them. Be careful not to argue with your prospect, nor should you try to defend or overcome these initial responses. Rather, you should always respond with positive rebuttals that are designed to acknowledge their responses, and get you past them and on to your pitch. For example, if you get something like the old favorite,
"I'm not interested."
Your immediate response could be,
"Some of our best clients felt the same way when we first called them too, however, once we explained how our (service, product, investment) wo
Ssshhhhh.... Did you hear that? It's the whisper of another brand trying to be heard.Against the clamor of consumer-controlled media and me-too product introductions with me-too pricing, it's becoming nearly impossible to find a voice that resonates. Marketers are grappling with the question of how to get consumers' attention. What does it take to get their ear?The answer is simple, but the process is far from easy. The best way to get consumers to listen, it turns ou
The way to overcome this is to be prepared for their initial negative responses with your own positive responses. You must realize that when someone says they are not interested, it does not mean that they aren't interested, rather, it is just a reflex response. Nearly every one of your prospects will give you some type of initial negative response. That is just the way it is. People can not be bothered with all the salespeople that are constantly contacting them. So to save time they have developed these initial negative responses to blow off 80% of sales reps that call them.
Now here is the point. Just because they say they are not interested, or that they don't have the money, that doesn't mean they aren't a potential sale! You must recognize these responses for what they are and learn techniques to overcome them. Be careful not to argue with your prospect, nor should you try to defend or overcome these initial responses. Rather, you should always respond with positive rebuttals that are designed to acknowledge their responses, and get you past them and on to your pitch. For example, if you get something like the old favorite,
"I'm not interested."
Your immediate response could be,
"Some of our best clients felt the same way when we first called them too, however, once we explained how our (service, product, investment) w
If you use direct mail postcards to generate leads or sell a product or service, you need to create postcards that grab your prospect’s attention. The place to do that is Side A, the side that doesn’t have the stamp and address on it. Here are some creative ways to get the attention of your potential buyers, some of which have worked extremely for well for my clients. feature a wacky photograph use a photo of your product in an unusual setting mak
The way to overcome this is to be prepared for their initial negative responses with your own positive responses. You must realize that when someone says they are not interested, it does not mean that they aren't interested, rather, it is just a reflex response. Nearly every one of your prospects will give you some type of initial negative response. That is just the way it is. People can not be bothered with all the salespeople that are constantly contacting them. So to save time they have developed these initial negative responses to blow off 80% of sales reps that call them.
Now here is the point. Just because they say they are not interested, or that they don't have the money, that doesn't mean they aren't a potential sale! You must recognize these responses for what they are and learn techniques to overcome them. Be careful not to argue with your prospect, nor should you try to defend or overcome these initial responses. Rather, you should always respond with positive rebuttals that are designed to acknowledge their responses, and get you past them and on to your pitch. For example, if you get something like the old favorite,
"I'm not interested."
Your immediate response could be,
"Some of our best clients felt the same way when we first called them too, however, once we explained how our (service, product, investment) w
In a fast paced, dynamic environment like a customer facing group, there is potential for great wins and some losses as far as attracting, gaining and retaining customers go.So who is responsible for customer service? Anyone who touches the customer, either directly or indirectly is providing a level of service. This includes the people in such varied roles as: product planners, IT staff, shippers, billing clerks, human resources and service team members. Bottom line: service
Now here is the point. Just because they say they are not interested, or that they don't have the money, that doesn't mean they aren't a potential sale! You must recognize these responses for what they are and learn techniques to overcome them. Be careful not to argue with your prospect, nor should you try to defend or overcome these initial responses. Rather, you should always respond with positive rebuttals that are designed to acknowledge their responses, and get you past them and on to your pitch. For example, if you get something like the old favorite,
"I'm not interested."
Your immediate response could be,
"Some of our best clients felt the same way when we first called them too, however, once we explained how our (service, product, investment) w
Over the course of the past two decades, federal and state enforcement agencies have investigated medical billing incidents and brought multiple enforcement actions against healthcare practices. The list of agencies tasked with billing compliance enforcement includes federal Department of Justice, the Office of Inspector General (OIG) at the Department of Health and Human Service, state Medicaid fraud control units, and others.The number of medical billing fraud investigation
"I'm not interested."
Your immediate response could be,
"Some of our best clients felt the same way when we first called them too, however, once we explained how our (service, product, investment) worked, they were glad they listened."
And then go right back to your script, or format. If they persist with the same negative response, or even then give you a different one, again be prepared with another positive acknowledgement response such as,
"That is perfectly OK, you are still entitled to this information..."
And then go right back to your script or presentation. If you get something like,
"I don't have any money now."
You could respond with,
"I understand and that is one of the best things about this (service, product, investment)....
And go right back to your script or format. If they try again with one more reflex negative response, you might say,
"That is exactly why I called, you see when you find out how our (product, service, investment) can save you (list a benefit), I know you will be happy I called. As I was saying...
Now go right back to your script or format. Remember what the whole point here is. Your first goal when cold calling is to tell your prospect what it is you are calling about. To establish interest. The biggest problem most inside sales reps make is they believe people’s initial negative responses, and because they are unprepared to deal with them, they end up getting blown off the phone before they even get started. Don't let this happen to you! You can avoid this by learning and using the above rebuttals on each and every call. Use them, or develop others. But always be prepared to overcome your prospect’s initial objections.
Have a powerful week!
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