TIPS THE MILLION-DOLLAR SALES 3.0 SUCCESS STORY ‘‘ SELLING TIP Defusing Objections


Even though we may not think so, objections are actually opportunities. By saying no, customers actually give us valuable clues as to why they don’t want to buy. And every no takes you one step closer to a yes. Here’s how to handle objections: • Listen carefully...respectfully. • Repeat the objection. This serves two purposes. 1.) It shows the pros- pect that you’re paying attention. 2.) It gives you time to think about an answer.


• Agree with prospects; don’t contradict them. Say something along the lines of, “Yes, I understand your concern, and that’s why I want to talk about”...and then bring in benefits the prospect may not have thought about.


• Never let an objection put you on the defensive. Take a deep breath, put a big smile on your face, and ask why they feel the way they do. This opens the door for more dialogue and the opportunity to defuse the objection.


– WILLIAM F. KENDY


THE BENEFITS OF “POCKETS OF CHAOS” WITH ORI BRAFMAN


Time is the scarcest resource and, unless it is managed, nothing else can be managed. PETER DRUCKER


DIGITAL REPORT


Current conventional wisdom says that the more digital tools grow in importance and influence, the more sales reps will lose their jobs. A new study from CloudCraze, however, may serve to lessen that concern across industries. According to the study, 60


percent of B2B decision makers have reported that sales teams have actually expanded because of the growth of digital – and that roles are simply changing to meet customer demand for more personalized, engaging buying experiences.


The study also found that nearly


a third of B2B decision makers reported sales teams’ roles have shifted in response to the growth of digital. Of those: • 42 percent report sales reps have become more of a “trusted advisor”


• 30 percent have shifted sales teams to marketing or other parts of the company In moving to a more consulting- based role, sales reps are better able to focus on more strategic conversations, cross-sell, and upsell, and provide more person- alized recommendations. To see a full copy of the study, click here.


– SELLING POWER EDITORS SELLING POWER FEBRUARY 2018 | 5 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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