The 10 Worst Rebuttals of All Time

Worst Rebuttals

Facing objections is a fact of life in sales and there are good, effective rebuttals and then those others that just don’t work. So why do salespeople keep using them? Great question! 

On today’s show discover:

  • … why some of the worst rebuttals simply don’t work;
  • … more effective rebuttals that will help you confidently answer customer objections and close more sales.

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The Art of Closing – Two Minute Training

The Art of Closing

Discover the ART of closing and paint a picture of success for your customer. It’s a proven technique to overcome an initial objection and help your customer remember what’s most important.

Two Minute Training Series

If you don’t have much time and you want a little sales boost…check out 2 minute training!

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References

The song Spanish Summer by Audionautix is licensed under a Creative Commons Attribution license (https://creativecommons.org/licenses/by/4.0/)
Artist: http://audionautix.com/

10 Effective Ways to Maximize Down Time at Work

Maximize Down Time at Work

Downtime is a fact of life in sales. Sure, you would love to be busy with customers all the time but that’s not always possible. Downtime is an opportunity to hone your skills and stay sharp so that you can make the most of those times when you do have customers. Here are 10 things you can do during down time to hone your skills and prepare to maximize your next opportunity.

  1. Review the advertising and information that drive customers to you. What are the key phrases, benefits or unique selling propositions that are working to create a sense of urgency? How can you incorporate those same things into your presentations?
  2. Review customer testimonials.  Reading through customer testimonials and familiarizing yourself with real life experiences can be very helpful when you have a customer on the fence. It can also help you feel confident about the efficacy of the products you sell.
  3. Listen to other sales people. You can pick up some interesting new information or strategies by watching what other sales people do. Watch and listen for what works and do that. Hear something that doesn’t work? ah…..don’t do that!
  4. Review Product Information. No matter how long you’ve been selling a product you’d be surprised what a fresh run through the information will turn up. Maybe there’s a forgotten feature or benefit that could make your next sale.   
  5. If you work in a call center, review your sales scripts. Professionals use scripts all the time but sound perfectly natural, how? They practice. If you work in retail practice your presentation so it’s smooth and consistent.
  6. Work with a colleague on your rebuttal techniques. Jot down the objections you have the hardest time with and practice with each other.
  7. Pick a product and see how many items you could make a x-sell connection to.
  8. Read sales articles like this one and others like these.
  9. Listen to Sales related podcasts. Browse through our back catalog here.
  10. Volunteer to help a new sales person. Teaching someone is a great way to “up your game”

BONUS

11 . Review “54 Sales Tips to Punch Up Your Sales” and try something new 🙂

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Summary

The more skill and knowledge you have the more money you’ll make this year! There are plenty of resources available to help you be your best. Take advantage of slower periods and make an investment in yourself. The time you put into improving your skills and knowledge will pay off for you in the end!

What other things have you done to improve your skills during down time? Share your tips with others and leave a comment below.

It’s Too Expensive

Overcoming It’s Too Expensive

If you had to sit down and list all of the objections you hear from customers in the order you hear them where would you put “it’s too expensive”? If you’re like most of the salespeople I talk with, it would probably be somewhere near the top of the list.  It’s a common objection and one many salespeople struggle to overcome.

On today’s show discover:

  • …how to understand what “it’s too expensive” really means;
  • …why money is rarely the real issue when a customer says “it’s too expensive”;
  • …and how top salespeople consistently overcome this common objection.

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Double Meaning

When a customer says “it’s too expensive”,what are they saying? At first, it seems obvious but the phrase can have a double meaning.

Let’s say you walk on to a car lot to buy a car and you have $20,000 in your pocket.  You run into a pleasant salesperson named Tim. He’s new, but he’s eager.  After you and Tim talk in the showroom he takes you outside to see a car priced at $6000.00.

Tim doesn’t know much about the car but he’s heard it’s pretty nice and lot’s of other people seem to be buying it. After Tim shows you the car you’re not that impressed after all he hasn’t told you about any of the car’s innovative features. So you say “it’s too expensive.”

Tim assumes you must not have enough money to buy the car so he takes you to another car on the lot that’s similar but much smaller this one sells for $3000.00. Now, you’re even less impressed, it’s not what you’re looking for so you leave.

Tim assumed “it’s too expensive” meant “I don’t have enough money” . Actually,  in this case,  it meant I don’t think the car is worth what you’re asking. You had plenty of money in your pocket but because Tim built no value in the car it just didn’t seem worth $6000.00.

So, “it’s too expensive” means I don’t think it’s worth it, right?
Yes, but it can also mean “I don’t have enough money to buy it”.  Think about the same story but instead of $20,000.00 in your pocket, you only have $3000.00 to spend.  Now,  It really doesn’t matter how great the $6000.00 car is you simply can’t afford it.

How Do You Know What They Mean?

If “it’s too expensive” sometimes means “I don’t see the value” and other times means “I don’t have the money” how do you know what your customer is trying to say? The best way to find out is to ask them. Successful salespeople use A.I.R.C or Agree, Isolate, Rebut and Close to find out what the customer is saying and then appropriately overcome the objection.

First you agree by saying something like:

  • I understand, or  I hear you…
  • Then,  isolate and ask your customer “is it money or value?”

Based on their answer you know how to address the concern. If it’s price look for a more affordable option, or payment plan and if it’s value, rebuild value. It’s really that simple but there’s another BIG secret I’ll let you in on …..it’s ** almost ** ALWAYs **  value.

Most of the time, when a customer says “it’s too expensive”, they’re really telling you they don’t see the value. Sure, if you’re selling a high ticket item like a car or a house there could, legitimately, be a money issue but the rest of the time chances are good they can afford it.

What they are really saying is…I have the money but I don’t think what you’re selling is worth it so I’m going to keep my money. Most people  have the money they just need to see the value in giving it to you. Show them what they get out of it.

If you can show them that what they get back is worth more than the price you’re asking, you’ve got a sale! So the next time you hear “it’s too expensive” find out what the customer means and use A.I.R.C. to overcome their objection. Agree, Isolate and once you determine whether it’s price or value, Rebut and Close…..and don’t forget it’s almost always value.

Today’s One Two Punch:

Isolate and Rebuild Value || to overcome “It’s too Expensive”

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Master The ART of Closing Sales

Customers are going to object

Let’s face it, in sales customers are going to object. It’s just the way it is however when we know it’s going to happen we can prepare. Effectively, overcoming objections is an ART and today you’re going to discover how to use ART to help more people and make more sales!

What is ART?

A.R.T is a technique for answering a customer’s initial objection by reminding them about what’s most important to them. What was the real reason they called and responded to the ad?

ART stands for:

  • Acknowledge
  • Remind
  • Tie-down

A Smoke Screen

Generally the customer’s first objection is just a smoke screen, (an excuse). Use the ART of closing to help remind your customer why they called and what is really most important.

ART is like a brief review of the call!

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ART needs paint

ART requires a hot button. Attempting ART without a hot button is like painting with no paint. Work hard early in the process to uncover and learn about the customer’s hot button.

Like any professional to be a MASTER you need to practice your ART!