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Why "Overcoming" Objections Can Lose the Sale

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"Objections" or "Concerns"

The problem is, that's where you often lose them, because reacting to "objections" almost inevitably lets prospects pigeonhole you as "salesperson".

Think about it for a moment. When prospects raise an objection and you cleverly dismiss it, what often happens?

They come up with even more objections.

When you dismiss those, they may suddenly remember that they have another appointment, or that they have to make an important call. Or they may agree to your offer…and then a day or two later you get a message that they're not going to go forward after all.

That's probably the most demoralizing outcome of all, because you thought you "had" that sale, and they've reneged on you.

What's happening here?

It's about sales pressure. When you're so focused on making the sale that you counter a prospect's objections, you're pressuring them. It's that simple.

I'd like to share with you a different perspective on how to view objections.

Objections aren't roadblocks, red flags, or stop signs. They're an opportunity to learn more about your prospect's truth so you and they can decide whether the solution you're offering can solve their problem or issue.

In fact, we should probably stop using the term "objections" entirely and start talking about "concerns," because that's what objections really are. But for you to be able to look at objections this way, you have to let go of the traditional goal of selling, which is to make the sale.

When we adopt the mindset that objections are another way to learn about a prospect's truth, we stop panicking and falling into the trap of pressuring them that chases them away.

When we respond to objections in a way that invites them to share more about their situation with us, we sustain and enhance the relationship of mutual trust and openness we've shared so far.

When we don't fall into the traditional "I've got to rescue this sale" reaction, we free ourselves to continue the process of discovering whether we can help solve a problem.

Here's another advantage of reframing how you view objections -- they give you another opportunity to learn whether your prospect is a match for what you have to offer.

When you stop trying to overcome objections and just listen, you may hear that there really is a problem around whether your product or service is a fit for them.

In that case, you and they can talk further, or you may decide it would be best to wish them well and move on. This means that you can make better use of your time.

"This all sounds great," you're probably thinking. "But how do I actually do it?"

Common "Objections"

Here are some specifics about how you can respond to 3 common "objections" in ways that avoid introducing sales pressure and open the conversation to more exploration of your prospect's truth.

"Your price is too high."

Traditional sales approaches tell you to defend your pricing or to deny that it's too high. Consider this response instead:

"You are right, it can be perceived as high, especially if you haven't had a chance to experience the solution yet. The last thing I want to do is have you feel any pressure from me, that I'm trying to persuade you otherwise. Maybe it might help if we took a look at the core issues this should solve for you and then identify what the return will be. That might provide you with a broader perspective on the pricing, would you be open to that?"

By inviting the other person to tell you more, instead of challenging or denying how they view things, you're validating their viewpoint and reopening the conversation around the idea of why they feel the price is high.

By not trying to counter the "objection," you allow the dialogue to move back to a discussion that centers around whether you're a good match for each other.

"Why should I go with you?"

Traditional sales approaches to tell us to defend our company and our solution and to try to persuade prospects as to why we're better.

Instead, consider saying something along these line, in a relaxed, low-key way:

(Gentle pause.) "I'm not quite convinced you should yet, not until you're completely comfortable with the reasons why this solution might be best for you. The last thing I want to do is put pressure on you by trying to convince you to do something you may or may not want to do. Would it make sense for us to take a look at the actual issues you want to solve and then see if we are a fit?"

Here again, you're not creating sales pressure by defending your solution. You're simply communicating that you're focused solely on helping them to solve their problem.

"We don't have the budget for that."

Again, traditional sales approaches focus on overcoming this kind of objection by showing prospects why they should choose your solution.

Think about saying this instead, in a very calm, relaxed voice:

"That's not a problem. (Gentle pause.) Quite a few of our clients originally had not allocated a budget for this, mostly because they hadn't become aware of all their options.

Would you be open to a different perspective on how this could impact your business and provide you with a solid return?"

When prospects express a concern and you reply in a very calm, relaxed voice, "That's not a problem," you're validating whatever they said as having truth. "That's not a problem" immediately defuses any tension and allows you both to continue your dialogue.

You're not jumping frantically into defending your product or service -- you're simply suggesting that it might make sense to continue your conversation to see if there really is a justification for solving a problem they might have.

One More Advantage…

Here's one more benefit you're likely to experience if you start thinking about concerns rather than objections: less stress. Sherri put it well when she called me back the other day:

"Ari, I have to tell you how much more effortless and relaxed my sales conversations have been since I started thinking about 'concerns' instead of 'objections.' It's made a huge difference. I can almost see prospects breathe a sigh of relief when they raise a concern and I respond to them with a gentle 'That's not a problem,' and they realize I'm not trying to deny their concerns or steamroller them."

If you consider a different mindset that looks at "objections" as "concerns," you too may find that they can turn into gateways instead of roadblocks.

4 Classic Cold Calling Mistakes

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Have you noticed that the old "tried and true" cold calling techniques which were once successful have completely lost their effectiveness over the years? They just don’t work anymore.

But many salespeople are still use them because that’s all they know. They’re working from that old, ineffective cold calling mindset. And they’re making the same mistakes over and over again.

I’d like to talk about 4 classic cold calling mistakes from the old traditional approach that will put you on the wrong path if you’re not careful.

1. Deliver a strong, enthusiastic sales pitch

People almost always feel "pushed" by sales enthusiasm, especially when it’s coming from someone they don’t know.

You see, a strong sales pitch includes the unspoken assumption that your product or service is a great fit for the other person. But think about it. You’ve never spoken with them before, much less had a full conversation. You can’t possibly know much about them at this point.

So to them, you’re just another salesperson who wants them to buy something. And so the walls go up.

It’s much better to modestly assume you know very little about your prospect. Invite them to share some of their concerns and difficulties with you. And allow them to guide the conversation, rather than your pre-ordained strategy or pitch.

2. Your goal is to always make the sale

When your target in cold calling is to always make the sale, prospects are aware of your agenda. And almost immediately, they’re on the defensive. After all, you’re primarily focused on yourself and the sale – not on them.

In the old traditional mindset, you forge ahead with the hope of getting a sale. You’re coaxing, persuading, and pushing things forward.

But most cold calls break down the moment the other person feels this sales pressure.

Why? Because they don’t know you, and they don’t trust you.

So the sales momentum you’re trying to create actually triggers a backlash of suspicion and resistance. They’re trying to protect themselves from a potential "intruder" with what appears to them as a self-serving agenda.

Instead, you can approach cold calling with a different goal. Your focus can be on discovering whether you’re able to solve a problem for the other person.

When you become a problem-solver, this feels vastly different to the person you’re talking to. You’re not triggering rejection. You’re calling with 100 percent of your thoughts and energy focused on their needs, rather than on making a sale.

3. Focus on the end of the conversation – that’s when sales are lost

If you believe that you lose sales because you’ve made a mistake at the end of the process, you’re looking in the wrong direction. Most mistakes are made at the beginning of a cold calling conversation.

You see, it’s at the beginning that you convey whether you’re honest and trustworthy. If you’ve started out your cold call with a high-pressured sales pitch, then you’ve probably lost the other person in just a few seconds.

When you follow a sales script, strategy, or presentation, then you’re not allowing a natural, trusting conversation to evolve. So the "problem" has been put into motion by your very first words. So the place to put all your focus is at the beginning of the cold call, not at the end.

4. Overcome and counter all objections

Most traditional sales programs spend a lot of time focusing on overcoming objections. But these tactics only put more sales pressure on your prospect, which triggers resistance. And you also fail to explore or understand the truth behind what’s being said.

When you hear, "We don't have the budget," or, "Call me in a few months," you can uncover the truth by replying, "That's not a problem."

And then using gentle, dignified language, you can invite them to reveal the truth about their situation.

So move away from the old sales mindset and try this new way of approaching your cold calling. You’ll find yourself being more natural, and others will respond to you in a much more positive way.

Asset Disposal in Greater London

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The UK's government are currently attending a UN conference on climate change and trying to find ways to curb our greenhouse gas emissions.  At the same time, London's Mayor is attempting to curb excessive waste disposal by Businesses and corporations.

The mayor has implemented a number of recycling initiatives to reduce waste.  This year alone the Congestion charge was extended to cover greater London .  The aim is to increase the amount of waste being recycled from the 20 percent predicted in 2003 to over 60 percent.

Londoners produce 3.4 million tonnes of rubbish each year, a large proportion of which is electrical and electronic waste. The implementation of the WEEE directive in 2007 aimed to curb this problem by getting us to recycle our old Televisions, computers and general electrical waste.  In Greater London, where businesses predominate,  the issue of waste electronic equipment is more predominant and constitutes the majority of hardware disposed of each year.

London businesses are constantly uprgading computer systems, buying replacement shredders and replacing out-of-date photocopiers, faxes and printers.  The waste by-product was previously discarded in the general waste stream, which ended up on a barge heading for an incinerator further down the Thames Estury.

The Recycle for London initiative, founded by and headed up by the Mayor of London, was implemented to help reduce this waste.  Long before the WEEE directive came into force, London businesses were recycling their paper, plastics and toner cartridges.  The WEEE directive meant that it became a legal requirement for offices to recycle their old electronics as well.  In Greater London, this has had the impact of many new Companies springing up to meet with the demands of the thousands of businesses needing to recycle their old computers, servers, faxes, photocopiers and printers.

It's also had the added effect of reducing the work carried out by waste disposal firms in London, which are funded by Council taxes.  The result, in the long term will be a redistribution of the cash gleaned from taxes into more urgent sectors.

How To Make Your Marble Tiles Last Longer

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Marble is a stone commonly polished and utilized in fine building work, furniture, or decorative art, and may be white or colored. Marble is porous, and easily stained, or etched by acids. Should this happen, wipe off any spills immediately, as you would on a wood surface. Avoid setting beverage glasses directly on marble as they leave rings.

To preclude stains and soil from being absorbed into its porous surface, it would be best to seal marble with a paste or sealer. Acids must not come in direct contact with marble as they generally etch the surface. Alkaline solutions will be absorbed by the marble and break down the surface leaving it rough. If marble tiles are properly sealed, damp-mopping should keep it clean. If soil does not remove easily, wash the tile with a solution of mild detergent and water, then rinse thoroughly. Remove stains promptly.

Removing Stains from Marble Tiles

Get an absorbent material such as a napkin, paper towel or facial tissue. Dampen with a recommended chemical to dissolve the stain; mix whiting with the chemical to make a soft paste to cover the stain. The wipe should be left on the stain from 1 to 48 hours, depending on the age and depth of the stain. Plastic wrap, held in place by masking tape, can be put over the wiping agent to keep it damp. Mix only enough for immediate use; A fresh batch should be mixed if a second application is needed.

Acids: Fruit juice, carbonated beverages or other acids will etch, or damper shiny surfaces, if allowed to remain on marble. Wipe up acid spill immediately, and wipe the surface with a wet cloth. If surface is etched, some form of polishing may be required.

Oil Stain: Oil stains may include butter, hand cream or lotion. As quickly as possible, spread surface with an absorbent fine powder such as whiting or even corn starch. After a short time, brush to remove and reapply more powder. Let stand 24 hours. To remove: Scrub with a hot detergent solution and stiff brush or wipe with ammonia-dampened cloth, and in either case, rinse and wipe dry. If all the oil alkaline solutions are not removed using these alkaline solutions, try a solvent. Make a wipe dampened with acetone or amyl acetate, or with a home dry cleaning fluid. Proper ventilation with windows open to remove odors, is necessary. Do not use near a spark or flame, and do not leave the solution on for too long.

Organic Stains: Tea, coffee, colors bleached from paper, textiles or soft drinks. Get a wiping material soaked with 20% peroxide, at hair bleaching strength, and add a few drops of ammonia.

Rust: Usually the result of metal items such as a lamp, metal container in which plant is placed etc. Use a commercial rust stain remover. Follow directions exactly and do not leave on surface for long periods as acid in many rust removers can etch the surface.

For general maintenance, it is advised to dust mop interior floors frequently using a clean non-treated dry dust mop. Sand dirt and grit do the most damage to natural stone surfaces due to their abrasive qualities. Mats or area rugs inside and outside an entrance will help to minimize the sand, dirt and grit that will scratch the stone floor. Ensure that the underside of the mat or rug is a non-slip surface.

I’ve been exposed to a dark truth and now you’ll be able to… Swipe the Mind-Blowing, Cash-Spewing

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Affiliate Rockstar Confesses:

I've been exposed to a dark truth and now you'll be able to...

Swipe the Mind-Blowing, Cash-Spewing,

Downright-Nasty, Insider Methods that Seperates You from Them...

The Same Secret System That A Syndicate of

'Greedy' Super Affiliates Use to Pump Well Over

$2000/day + into their Bank Accounts.

Do you wonder "how" and "if" affiliates are really getting rich online?

Are you dying to discover the truth once and for all...if there really are dark secrets that the

6 and 7 figure super affiliates keep very quiet...the exact same fail-safe secrets that separate them from you?

Well if you really want to know the disturbing answer - to finally discover the shocking truth that may overwhelm you with anger...then read this whole letter very carefully...

Dear fellow affiliates and wannabe affiliates,

About 6 months ago now it finally happened. A private meeting took place between myself and a ring of underground super affiliates that I had been seriously tracking down for months prior to that ...trying to set up the now infamous meeting.

These guys bragged that they had a killer proven system that laid waste to anything out there. That this secret system was able to produce affiliate profits almost on demand and that they were using it to literally clean house with clickbank.

Now I have to be honest, I've seen my share of dirty affiliate tactics - but nothing ever closely compared to what they showed me that evening. Methods that weren't familiar. But maybe even more important. They also showed me proof that using this system alone they had generated $451,340 in 6 months strictly from their affiliate marketing efforts. That's profit by the way - not gross sales. Almost a half million dollars.

I was completely blown away by what I was witnessing.

I had to have access. I begged and pleaded with them to allow me to test out their methods. After some time, I was able to cut a ruthless deal with these underground power players to allow me to use this super system as long as I agreed to keep my mouth shut - to clean up and not whisper a word of it...to anyone.

Quickly I implemented this "super affiliate methodology" and the results blew my mind.

Within days I was seeing my accounts go from a few dollars to days like $121.30 a day. In just weeks my earnings were hitting marks like $388.47 and $608.66 a day..

http://sevilyalci.affrockst.hop.clickbank.net

Editors Help Business People Do the ‘Write’ Thing

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You've got spelling and grammar checkers on your laptop computer, so you're all set to crank out the perfect sales letter while you're on the road.

But Chandra Clarke and Terence Johnson of the online editing service Scribendi.com would urge you to not hit the "print" button just yet. Those spelling and grammar checkers can make mistakes, and even one typo could not only ruin the impact of your letter but reflect poorly on you and your company.

Written marketing materials are often the first impression prospective customers have of a company. And prospects can be very unforgiving of those little typos.

In the article "Ethos and Error: How Business People React to Errors," University of South Alabama English professor Larry Beason found that mistakes in written materials create confusion regarding meaning and harm the image of the writer and the writer's company. The typos often reflect on more than the writer's communication skills, Beason said. The people he interviewed called sloppy writers "hasty," "uninformed," "careless" and "uncaring."

"If you don't care about your work," wrote one of the respondents, "why should I care about you and your business?"

But carefully proofreading your work may not be enough - studies show that people often miss their own typos. According to the studies, you see what you expect to see in your own writing, rather than what's actually there. Another person, or an editing service like Scribendi, can provide a fresh set of eyes.

Scribendi offers a variety of services, including proofreading, editing and translation. Clients upload their files to Scribendi's Web site and download their documents after the editors are done correcting and polishing.

The editors come from a variety of backgrounds, so they're familiar with their clients' fields. In addition to correcting grammar, spelling, flow and consistency, they explain word usage issues and standard writing practices, so clients learn how to improve their own writing.

When it comes to making a great first impression, Clarke and Johnson believe no project is too small. The image you create with a short press release, they say, is as important as a deal-closing presentation.

WEBconference applications for management

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Problems

Moreover, the absence of a management representative at a meeting (albeit due to an important situation such as negotiating an important contract) is not uncommon. Consulting your colleagues helps you to take better decisions for the company. To conveniently hold meetings anytime and anywhere (also in small groups), make use of Tele-efficiency's superior service.

Solution

The statutory meetings that are planned by the president are automatically scheduled in his Outlook calendar, after which he asks the participants to confirm their availability. During the meeting, he introduces the other presenter who gives a PowerPoint presentation and submits a document on the screen, which is also transmitted to his coworkers. If there is

an absentee, the meeting is integrally recorded, both voice and images, and emailed to the absentee, along with the hyperlink and password so that it can be replayed. The voice over Internet software, Skype, along with the instant messaging presence indicator, allows the members of the management team to know, at a given moment, their coworkers' status, i.e., if they are with a "connected," "no show," "not available," or "do not disturb" signal.

Results

If some of the management personnel are frequently traveling, they can participate in the meetings via the Internet from their hotel room, airport, or an Internet cafй, or even from home. Moreover, even if they are absent, they can watch the recorded meeting and share their views with their colleagues. By knowing the availability of the management personnel, at a given time, the president can schedule a meeting; also, he can be signalled during the meeting about someone's changed status of availability, as well as of a new arrival.

Creatiing Liquidity for Private Company Shares

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Q: In your last column, you discussed Entrex and its creation of a private investment marketplace with public market standards and disciplines. As an investor in several private companies in my community, can I sell my shares and cash out my gains?

- Keith Harris, Chicago.

A: Just imagine if investors had a vehicle for buying and selling shares in private companies-a type of entrepreneurial exchange. Currently, alternative investors face two obstacles in realizing their earnings: time and exposure.

Time is a factor because most accredited investors buy restricted stock under Rule 144. The good news is that this stock may be freely traded after two years of ownership. But it's up to the company to remove this restriction. Assuming this is accomplished, it then becomes a question of exposure.

Think back to when you purchased the stock. You were probably exposed to the company through some type of relationship or publicity which provided the credibility you needed to decide to invest.

It's the same process when you're ready to sell - the company's credibility must be effectively communicated to alternative investors. On the plus side, trillions of dollars are earmarked by alternative investors. The problem? It's up to you to find them.

Investors should know that company leadership drives the process toward wider exposure. It requires providing information to the financial community and cultivating an atmosphere of transparency. Private company leaders need to make alternative investors understand who and what they're investing in - and why now is the time to buy.

The alternative market is ready and waiting to invest. When private companies follow established reporting standards, your shares will be seen, valued and increasingly liquid.

Take Control of Your Finances with these Internet Business Opportunity Ideas

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Whether starting your own Web business or joining a team of others to earn money from home, you can take control of your finances by finding the right Internet business opportunity. There are thousands of online business ventures today, but all these opportunities will not necessarily be the right fit for your skills and lifestyle.

You are unique and have skills and abilities that enable you to do certain job tasks. So before you sign on with any Internet business opportunity, assess the skills you possess. Do you have a marketing background? Are you a fast and accurate typist? Do you have Web design or graphic design skills? Are you a great talker and closer in sales opportunities? Do you work well with a team? Are you creative in your work?

Each of these skills can open up certain doors of opportunity, but you have to be realistic with who you are and what you can feasibly accomplish with your new business.

Set Financial Goals

Before choosing an Internet business opportunity, set financial goals. Then you can choose an opportunity that enables you to earn what you desire. Do you need just a little extra part-time money or a full-time income? Set goals for weekly, monthly, and yearly salaries. Short-term and long-term goals are needed to guide you in how many products or services you will need to sell. Also, be realistic with your financial goals at the start. Every business opportunity takes time to grow and develop into a success. Start with lower figures, and then gradually raise your goals to a new standard as the business grows.

Choose Internet Business Opportunities Wisely

Don't fall into the trap of signing on with every Internet business opportunity you find. Take your time to find some solid opportunities that seem to be the most promising. Be sure the company does not require you to sign up others under your sponsorship just to earn an income. You should be able to earn a healthy income without depending on others under you. MLM opportunities can work, but not when they demand too much of their workers. When you read about Internet business opportunities, be sure the companies are legitimate and offer references.

Be Professional

Once you choose an Internet business opportunity, work professionally toward your goals just as if you were operating a brick-and-mortar retail store or office. Business is business no matter where it is or what it is. Whether you work from your home or in an office setting, you should set high standards for yourself and work hard to see success. Set up an appropriate office space in your home where you can peacefully work a set number of hours per day. Create a work schedule and write down a list of tasks to do each day. This will help you stay organized and remain steadfast with your business.

Choosing an Internet business opportunity is an important step toward reaching your financial goals. But don't procrastinate - start seeking lucrative opportunities online today!