And how you can use some of these quick tips to improve the sales results in your business.
Don’t worry if you aren’t a big tycoon who owns a big phone or satellite empire because these simple yet powerful gems may be exactly what you needed to absolutely transform your no responses into excited yes results.
Here’s what I’m speaking about…
At one of the branches, the sales team of about hundred or so people-hired me to try to basically figure out how they can close or basically sign up more customers for their satellite company.
They were getting the calls, so the advertising and marketing wasn’t the problem.
They had enough phone lines to take the calls, so that wasn’t the issue.
They even had enough sales people to take the calls and that wasn’t the problem.
What was their issue?
Besides the fact that their scripted presentations sounded just like scripted presentations and besides the fact that the agents were never properly trained, it came down to really a couple little things…
Confidence, building value and their ability to overcome the most common objections.
I went through hundreds of recorded calls, listened to hundreds of live calls and even jumped on a few calls.
Now here’s the funny thing…
Out of all the calls, about 90% or more of those people calling in- had the same 2 objections.
And the sales agents lost it at those 2 points as well when they couldn’t overcome those 2 objections.
These agents had no idea what to say to these 2 objections. The sales managers never even thought of helping people over come these objections.
And even when I heard the mangers get on the phone to “close it”-they were struggling to overcome 1 of these 2 objections most of the time.
Now you know how I said I jumped on a few calls.
I didn’t have a script in front of me, had no idea about the systems, had no idea about all the promotions either. Just had a list of prices and a few things they were giving away…
So how was I able to close the very 1st call and 2nd , 3rd and 4th call I took? Easy…
I was confident, built tremendous value in the package, equipment, few free offers I had in front of me and was able to overcome every objection they had.
Those 2 objections that were killing over 90% of the whole offices sales came up on 3 of those 4 calls I took as well.
What did I say to get over those?
Now because of the nda I have with this client, I can’t get into all the details of the 1st (actually last thing that comes up) objection which was the money upfront, but will summarize one of things I said to overcome the 2nd most common objection…
Like said, of those 2 objections, one had to do with the money and one had to do with them having cable services and don’t like the thought of getting service from a satellite.
To overcome that 2nd objection, I simply said off the top of my head…
“ A lot of people don’t realize this, but even your cable services comes from a satellite, it’s just that your cable provider gets their signal from their huge satellite and then runs it to you underground with thousands of feet of cable lines.
It’s almost like you get your tv from a 2nd or 3rd party, we just eliminate all the hassles and give you your signal and entertainment direct”
That was 100% true what I told them and that eliminated that objection immediately, from their it was pretty much down to the final objections and then the credit card.
Now I didn’t need a script, I didn’t need fancy or slick comebacks, I just needed to build value, eliminate the objections and move on to the money.
Not one sales person or manager in the whole center ever thought of saying what I said to that common objection and not one agent or manager was building the value on the free installation and equipment… and they deal with this every day.
They were just saying “it’s free today”.
Let’s bring today’s show home here and bring it all back to you if not tuned in yet…
Think about all the times you’ve spoke to your customers. What were some of the top objections you heard?
Was their a “theme” or a common thread among the objections?
I bet you- if you think about any of the sales you lost or didn’t close, you’ll find one or two common objections came up and killed the sale.
It may be such an easy thing but you’re totally overlooking it. Or maybe haven’t even thought it of something as an objection and was holding the sale back.
What should we do next?
Simply write the top 2 or three objections down you hear most commonly and then leave them little list alone for a hour or two.
Then come back when you have a few minutes, read the objection and right off the top of your head-write down as many replies or comebacks to eliminate those objections.
Then come back the next day, read the objection and see if you can come up with any more rebuttals or things to over come those. Don’t think real hard on it, just be natural.
Then keep this little cheat sheet handy for the next time those hiccups come up on your call.
Plus, think on this…
Are you giving something away in your business now for free that you should be charging for?
Or is that free offer or “thing” just a free thing to customers or is their real value to it. If there is (which their should be value in everything you offer or don’t bother offering it), then are you expressing that value to your customers or are you just giving something away?
How can you build the value in that?
See how these nuggets could be the extra weapon and sales boosters needed in your business arsenal warriors.