The best way to overcome objections is to address them before they happen Sales and Selling |
- The best way to overcome objections is to address them before they happen
- The Disconnect Between Sales Training and Actual Sales
- How do you think the B2B sales process/job will change, if at all, in the next 5-10 years?
- more important.. personality vs sales process?
- [Tutorial] How to generate leads automatically within Google sheets? (with a Free spreadsheet)
- How often do your emails end up in spam or undelivered?
- Retirement gift?
- "You have no experience" Objection handling
- Are you having difficulties to convert your cold emails after a call? then this thread is for you.
- Just started in a new role selling to restaurants and I’m struggling
- What is a reasonable amount to receive as a bonus working as a sales employee for a wholesaler?
- Objection handling in life insurance
- Salesforce vs Startup
- High Growth SAAS vs ADP
- I want to break into sales
- Sales Follow up | Donnie Boiwin
- New BDR, How To Hit Quota Consistently?
- How to get into AE Position with SaaS
- Help me find a Sales training video!
- I thought im gonna be in sales but im an Account Manager with little experience of the product consulting billion dollar companies and scared to lose my job.
| The best way to overcome objections is to address them before they happen Posted: 19 Jun 2021 01:12 PM PDT tl;dr...Just read it. I humbly submit to you that you'll find the 5 minutes it takes to read this be a great investment of your time. I work as a sales trainer in the financial services industry. I'd like to think that after 34 years in this business both in personal sales and in training that I've learned a few things. Here's a very brief snippet of one very simply way I train the financial reps who work with my firm to do to overcome objections (along with some commentary afterwards on mindset and establishing the habits of success).... To overcome objections properly start by focusin where the choke are points in your presentation. Choke points are where objections usually arise, for instance....competitor is less expensive, competitor has superior product, customer service is not the best or whatever....(or wherever you get objections, no matter what they are). The key to overcoming these objections is for YOU to address those objections AHEAD of time and turn the negative into a positive. If there's a problem or objection, then you bring it up on your terms and don't wait for the prospect to bring it up (or worse yet, base your presentation on the 'hope' that they don't bring it up). Here's a for instance (focusing on financial services which is what I know...and this is a very simple and rudimentary example). Let's say that one of the things that prospects bring up from time to time is that we're a small firm or that we're not one of the big boys. I will address this issue BEFORE it comes and I'd say something like this (again, BEFORE the prospect has a chance to bring it up).... <<<>>> "Now, one of the things that some people initially see as a negative associated with working with me and my firm is that we are not a big company like Edward Jones or Merrill Lynch (or whatever firm). 'And it's true, we're not a big firm like them...although we do take care of nearly a billion dollars of our clients assets...so we're not exactly small either. 'But our size gives you some very important advantages. First of all, even though we're small, we're part of a large independent fiduciary group made up of independent financial advisors all across America. What that means is that we have the purchasing power to get you very good prices and deals in the market place. 'But most importantly, because of our size, you'll never "get lost" in our client base like you might at a big firm. We pride ourselves on giving personalized service to you that is second to none. You'll always have access to me or one of my team members. Heck, I even give all my clients my cell number so you can text me if you need something in the evening or over the weekend. And as all my clients know, my team and I even respond to your emails over the weekend. 'And even though some may see us as small, your assets are still held and custodied with the big boys. We use TD Ameritrade (or Fidelity, or Interactive Brokers or ETrade....or whevever), so you know your assets are carefully safeguarded. 'So, as I'm sure you can clearly see, our size is not really a negative, it's a positive. But to be fair, some people still see it as a negative and I totally get that. 'So, if you see it as a negative, that's ok. We can stop right here if you'd like 'Would you like to stop here?" <<<>>>> Now, those are some of the words that I might use (when appropriate...that's another conversation for another day). But it's not just knowing the correct words to say, it's about saying them "correctly". As you read those words, think about how you could say them CORRECTLY. Where should your voice volume increase and decrease? What should your voice inflection be...what about tonality? Where should you pause, where should speed up and/or slow down? What should your face be doing? When should you smile. When should you be shaking OR nodding your head? What should your hand gestures be? When should you be leaning forward or sitting back? Why did I end the spiel with a question worded to derive a "negatively worded response" from the prospect (hint: when is a 'no' really a 'yes' and why do I want them to give me a 'no' that is 'yes'? What is the psychological basis of doing that and what parts of the prospects the brain" {what I call "the 'buy' centers} is it appealing too?). Also, reread what I wrote and note how I turned the negative into a positive. See if you can spot where I did that (keep in mind, that in written format like this, it is pretty rudimentary...but hopefully you get the idea). If any of that makes sense to you, then you should be thinking to yourself, "Holy crap, bowhunter, that's A LOT of stuff I need to do....but do I really need to drill down that deep into saying that simple spiel?" The answer is simple: YES YES YES YES. Why? Because you need to understand what you really are when you sit across from a prospect: YOU ARE AN ACTOR. We are all actors and our job is to be the EXACT advisors/salesman/consultant that our prospects/clients NEED US TO BE. That is your job. To play the role that your prospects/clients need from you. YOU SHOULD BE THE ACTOR THEY NEED YOU TO BE! This is not to say be dishonest with your prospects. On the contrary...be the salesman they need you to be so they can easily say "YES" to you and begin experiencing the benefits of using your products/services. Look, when real actors play their roles correctly, they win Academy Awards, right. Well, we don't win Academy Awards...WE WIN CLIENTS! Clients who benefit from our goods and services. Winning clients is YOUR Academy Award. So practice intensely. I recommend for at least an hour per day. If you can't do an hour a day, then do 1/2 hour. If you can't do that then do 5 minutes, or 1 minute or whatever. Just practice, practice, practice! Here's a good way to start practicing...ask yourself these questions. Are you:
Now, I want to point out that you don't just do that in one sitting...it may take you a month of rehearsing and writing and rewriting and rehearsing and rewriting...just to come up with the correct words. Then, once you come up with the correct words, it may take you a few weeks of rehearsals and practicing and role playing say the correct words correctly (and I promise you this process will cause you to do several rewrites, too). It takes time...real time and effort to get all this right. Then what you do if you want to be a decent amateur salesman is you practice all the above, over and over again...until you get it right. That's what amateurs do: They practice until they get it right. But that's not what truly successful sales professionals do. Truly successful sales professionals practice until THEY DON'T GET IT WRONG. Do you see the difference there? It's not a little difference...it's huge. That's what separates amateur salesman from good salesman from great salesmen...and separates great salesman from the best of the best. So when you look at a salesman who is really successful or constantly produces the biggest numbers or makes a lot money...(and I will, humbly, use myself as an example) when you look at someone like me who makes 7-figures per year and has an 8-figure net worth and you wish you could be like me remember this: I didn't get here because of my natural born salesmanship. I got where I am today because I took the talents I had and practiced and practiced and practiced until I was sick and tired of rehearsing and practicing...and then I practiced some more...and I practiced until I got it right....and then I kept practicing until I never got it wrong. And still to this day, I practice and rehearse so that I can be the best sales trainer that the reps who align with firm need me to be. That's what it takes to be truly great. A mono-focus on the things that make me great and years upon years of constant practice. What does that mean for you? It means: YOU BETTER START NOW because it's gonna take time. Do what I do... I spend my time doing something that 99.9% of salesmen will never do: I BECAME A STUDENT OF THE BUSINESS and immersed myself into self-improvement and mastering my craft. Even as successful as many of you may think I am, I don't sit back on my laurels. I constantly read books that enrich me (biographies, sales training books, marketing books, books on the right mental mindset, etc.). I constantly listen to podcasts. I have nearly an hour drive from my home to my office everyday that I go in (I usually work from home on Fridays). I don't look at that hour drive and think, "Oh crap, I gotta fight traffic for an hour". I look at that commute as a HUGE opportunity. I use that time wisely and listen to podcast or do training calls with the reps that work with my firm. I'm always trying to enrich myself and grow in some way...even as I move towards the downhill side of middle age. Heck, even sitting down and writing this out on Reddit is enriching to me as I have to think about my process and how I can quickly get something down in writing that might help some of you young (or not so young) salesman improve your career. So writing this is enriching to me and it's fun! But everything that I do is a function of the habits that I've developed over my 34 year career in financial services sales. So even if you're not in FS, I hope you find some good advice in my missive that might add some value to your life. I hope this helps. [link] [comments]  |
| The Disconnect Between Sales Training and Actual Sales Posted: 18 Jun 2021 02:09 PM PDT Just got through sales training with a company that I just started with, and had to rant a bit. It seems every company has sales trainers with 0 real world experience in actually cold calling, closing or just building rapport. They kept hammering the notion that you need to basically befriend the prospect over the phone in order to sell. They seem to live in this fantasy world where people just want to shoot the shit with any rando that calls them, right in the middle of the work day. I kept getting chastised during mock calls for getting right to the point, and was called 'cold and clinical' in my approach. I've made a pretty successful career by being 'cold and clinical'. I've tried the super friendly "Hey, how's it goin'! Lovely weather we're having!" way of cold calling, and it almost always resulted in hang ups or hostility. Business clients want you to get to the point and not waste their time. This isn't the 1950s where slick talking charmers rule the sales profession. Now it's about building trust by presenting yourself as an expert. Anyone else find that sales trainers are living in some fantasy world, and have never actually done sales in their lives? [link] [comments]  |
| How do you think the B2B sales process/job will change, if at all, in the next 5-10 years? Posted: 19 Jun 2021 12:43 PM PDT Question is pretty straight forward. In regards to technology, politics, trade, industry, people/ mindset and in general how you think the world is changing, how do you think sales may or may not change in the coming years? [link] [comments]  |
| more important.. personality vs sales process? Posted: 19 Jun 2021 08:41 AM PDT so this was an interesting question that i would like to know what you guys think... which holds more value to making sales... a solid sales personality with natural talent VS a strong sales process that is refined and proven.. [link] [comments]  |
| [Tutorial] How to generate leads automatically within Google sheets? (with a Free spreadsheet) Posted: 19 Jun 2021 07:10 AM PDT This tutorial including examples is also available in this Public spreadsheet I'm sharing with you my secrets when I have a list of contact I want to convert into leads. I broke down the process into 4 stages: scrape, clean, enrich, engage.
Note - when outreaching always remember to send a message with high value and respect the other person boundaries [link] [comments]  |
| How often do your emails end up in spam or undelivered? Posted: 19 Jun 2021 01:00 PM PDT Hi guys, I've had an issue recently where my emails don't always get delivered. I imagine we've all been here before, but recently it's been happening more frequently. I'll send like 30 cold emails in a day and 10 of them come back as either 'bounced' or 'message undeliverable'. And some people I've been emailing for a month but don't seem to ever open my email which makes me think it's gone to their spam (I usually have incredibly high open rates too). Anyone else facing this? If so, how do you combat it? [link] [comments]  |
| Posted: 19 Jun 2021 12:46 PM PDT So I am moving from purchasing to outside sales. I am taking over an established customer base from a guy that is retiring. Should I get him a gift? We weren't close coworkers, but I have been shadowing him and he has been introducing me to his customers over the past few weeks. What do you think? [link] [comments]  |
| "You have no experience" Objection handling Posted: 19 Jun 2021 02:41 AM PDT Hey everyone! I am a digital marketer and recently I have been getting on sales calls but I am getting the objection of "you have no experience alot". My offer is that I will beat their revenue in 45 days or I will not get paid. What is the best way to handle this objection? Give me your best sentences! [link] [comments]  |
| Are you having difficulties to convert your cold emails after a call? then this thread is for you. Posted: 19 Jun 2021 12:09 PM PDT I was looking how Ecom business convince customers to buy from their product and noticed that they tend to follow the lines of the AIDA model hierarchy -Action -Desire -Interest -Awareness to increase customers buying decisions as well as using social proof. This gave me an idea to add social proof to my emails after going on a calls with potential clients as this increases the conversion rates. Would you be interested if I build a web app that allows you to add social proofs to your emails written by your customers? Each email sign up is a vote that you want me to build it. Check the link for more information https://boosterlead.carrd.co/ [link] [comments]  |
| Just started in a new role selling to restaurants and I’m struggling Posted: 19 Jun 2021 08:22 AM PDT I just took a job with a friend who owns a well-established digital marketing agency that is solely focused on restaurants (that gets results). They have a new offer/program that's different than any other in the industry (and I've been in the digital marketing agency space/industry for 5 years). Instead of restaurants owners having to shell out cash to pay for marketing (most of them are broke and cash flow is tight) they can trade/barter gift certificates/gift cards to their restaurant to cover the agency's retainer and the cost of the ads. The agency then just sells the gift cards in the community to turn them into cash. My friend got the idea from a guy named Dave who built a career bartering radio time and television advertising with companies big and small. Dave talked about doing "cashless advertising" deals with companies like Carnival Cruise when they were starting out and couldn't fill their half painted ships. They'd go to radio stations and trade gift certificates for cruises for radio time (the radio stations would then just sell those certificates at a discount on air). They did that for almost 20 years. My friend read a book Dave wrote and sent it to me to read. I devoured it and used all the same points in my pitch. Those gift cards won't be used all at once and it also saves the restaurant owner a tremendous amount of money because the gift certificates are for the marked up retail price of the food so the the lower the restaurant owners food costs the more they save. Trading $1,500 in food/gift cards may only cost the restaurant owner $450 that may or may not be used over the course of a year (on average Dave says 20% of the gift cards go unused). This offer really is the whole reason I took the job. It seemed like an absolute slam dunk offer that would be pretty easy to sell with how cash strapped restaurant owners are. It's been about a month and I've closed one deal with a brewery but that's it. I went in knowing that restaurants get spammed to death with email so I convinced the owner on a direct mail campaign. I wrote a two page sales letter/pitch around the points Dave made in his book and even gave a couple examples of Dave's deals in my pitch. I sent all the letters in handwritten envelopes as well. Looking back I made the mistake of not spending the time and not finding the owners name to address the letter to them personally. The first mailing I hand addressed 600 envelopes to 600 restaurants whose addresses I compiled manually. The only response I got was from the brewery (which I closed). I sent out a more personalized letter that I rewrote for clarity and that was addressed to the owner directly/personally in a hand addressed envelope to 200 restaurant owners this past week but still no response. Does anyone have any experience in the sales targeting restaurant industry and have any wisdom you'd be willing to share? [link] [comments]  |
| What is a reasonable amount to receive as a bonus working as a sales employee for a wholesaler? Posted: 19 Jun 2021 08:11 AM PDT Hello fellow sales employees, I just finished college as a 23 year old and now work at a wholesaler who has a revenue of $1 million - $1.4 million a year. I am their first sales employee. We work in a market where we sell around 4000 items between $3 - $40 dollars but mostly between $5 - $15 range. Customers order on average between $120 and $800. But theres also a few of them who range between $1000 to $3000 per order. We currently have around 2000 active customers who order on average once every 3/4 months. Now that I have been put in charge of sales, the company wants me to make them around $6000 a month and mentioned that if I am able to go above that there will be some bonus implemented of which they will have to figure out the details. The bonus would most likely be any dollar above that $6000, I receive 20% of on top of my current salary. Is this bonus reasonable and/or should I negotiate for more? Thank you all ! [link] [comments]  |
| Objection handling in life insurance Posted: 19 Jun 2021 07:15 AM PDT Can any of you with life insurance sales industry experience, shed some light, provide some insight/advice? For objections such as; I'm just shopping around, I can't afford it, I'm busy right now, I have coverage through my employer? I've been using the trial and error approach. Although, with a good chunk of the objections I've encountered on the phone, I have developed my own ways of handling them, and have seen a fair amount of success. This was my first week with the company, and the whole system the company has implemented for get it right these leads is really solid. Mind you, I cold called, and sold air time to small/medium sized business on radio stations nationwide for almost 9 years, prior to accepting this new role. My current title is "Business Development Representative. What my performance is measured on in this role is to get as many transfers to licensed agents in a given state. I verify the customers information (they submitted online within the last 90 days). 9/10 times, first and last name, date of birth, zip code, height + weight and the email used to submit the request are already populated. I just verify that info, get a coverage amount they're interested in, verify if they're employed, get an estimated annual and ultimately, transfer the call over to a licensed agent in that particular state. The faster I'm able to overcome these objections and get the calls transferred will determine when I become eligible for promotion by my manager, and at the same time, start studying for the licensing exam. Thank you in advance! [link] [comments]  |
| Posted: 18 Jun 2021 07:46 PM PDT Hello. Recently made a similar post but now the tables have turned. I have a few years of experience with a relatively complex/high tech enterprise supply chain/operations solution Recently got offers from salesforce as part of their growth team selling their core suite Base is $70/$140k roughly Other offer is $90/$180k at a fairly established startup in the CDW space (not snowflake) in enterprise accounts Series B with a couple hundred employees. What would you do? [link] [comments]  |
| Posted: 18 Jun 2021 06:43 PM PDT Thanks to all the contributors on this sub I've landed job offers at ADP and a SAAS company that's growing rapidly. I'm completely unsure about which offer I should move forward with. On one hand, ADP is known for their sales training and would be a great place to make connections with other companies and network. On the other hand, this SAAS company is wildly successful and has only been around for 7 years. There's a lot of promise of promotion and most likely acquisition or IPO in the future. So, imagine you're 22, fresh out of college, have two years of D2D sales experience and have two options. Which do you choose- startup or ADP? The fast growing high tech company or the Goliath? [link] [comments]  |
| Posted: 18 Jun 2021 09:23 PM PDT I currently work in financial operations at a prestigious Bulge Bracket Bank and I hate every bit of it. The project work. The culture. The micromanaging. And worst of all my lack of motivation as it's not revenue generating. Sure I could transition into a revenue team here but what would that entail? Burning out sitting all day looking at spreadsheets for 80+ a week? Preferably not. I like the allure of grinding for your money with uncapped commissions, I know it won't be easy at first but I believe I could succeed. What sales jobs would you all recommend I start looking into? Titles are confusing and theres a plethora of sales jobs in my area and they are tough to narrow down. Stats - College educated 24 y/o w/ financial services industry experience, minimal sales experience (short stint w/cable). Thanks in advance! [link] [comments]  |
| Sales Follow up | Donnie Boiwin Posted: 18 Jun 2021 11:13 PM PDT |
| New BDR, How To Hit Quota Consistently? Posted: 18 Jun 2021 05:48 PM PDT Hey guys, it's been a month in my new role as a BDR, my manager is excited but he's worried about my progress. He says I'm not where he'd like me to be. He said he doesn't want to have to let me go, and that he needs to see improvements in me. So far I've booked 3 demos and it's been a month, I talk to other colleagues of mine who are more successful and ask questions to be better. They're hiring another new Rep next week, and they may compare us both and see who will stay. My question is, how do I dominate in this role, book at least 2 demos a day, and get back on my managers good side? [link] [comments]  |
| How to get into AE Position with SaaS Posted: 18 Jun 2021 03:14 PM PDT All, I've got 5 years of full sales cycle experience in the heavy equipment industry. Im wanting to break into SAAS for the earning potential, growth opportunities and culture. All postings I've seen require 3 years experience. Should I apply anyways? Should I be contacting recruiters? What about reaching out to sales people at target companies? Looking for advice! [link] [comments]  |
| Help me find a Sales training video! Posted: 18 Jun 2021 07:31 PM PDT Honestly there isn't much I remember other than it's an older video probably set in 80s or 90s and it's this guy talking about techniques he would do with clients to help him close deals. He's on a stage talking to people and the only on I seem to remember is that say you're selling a house and your wife notices a beautiful tree outside just keep talking about the tree, keep pushing the thing they liked. Sorry it being a bit vague [link] [comments]  |
| Posted: 18 Jun 2021 03:58 PM PDT Hello everyone This is my first "sales" job and its nothing like i imagined it would be. I was told that ill be an AM but it sounded like it would be a lot more sales involved. Instead, atleast for now, it sounds and feels a lot more like ill be in consulting. I have a list of existing accounts that are in manufacturing and i sell them supplies for their factory machines. Literally all kinds of machines. I dont want to be specific to not give away too much, but i feel a lot more like an engineer than a sales person. I go to the clients factory, check the machines, how they operate them and then i have to find ways how we can help these companies save money using our products and engineering. I DO NOT have an engineering degree and my company knows that. I just worked in a factory myself with these machines but its a far stretch from operating a machine to knowing how it works. This week i visited a factory that does over 1 billion in revenue a year. Its the size of a small town with machines as tall as a building and i am supposed to consult them on how to improve these machines. When i stand infront of them, i dont even know what kind of machine im looking at. Theyre also totally different in every factory. A wood processing factory doesnt use the same machines as a stone processing factory or a metall processing factory. My boss and team say that ill learn it with time, but im also supposed to take on these companies from the other managers, after having visited the client once. I literally spent 3 hours in the 1billion+ revenue company and now im the AM in charge of this client. LOL Im scared that i wont learn everything fast enough and lose the job. What do i do? [link] [comments]  |
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