100 Percent Commission Source Magazine COVER Page
YOU Can Advertise
In This Magazine
How To Handle The Top 10 SME Sales Objections - Part I
A Sale is considered closed when the buyer and seller reach agreement on terms for the buyer to take ownership of a product or service. To get to this stage, the seller normally has to “close” the sale, by asking the buyer for their business. This is where the buyer raises “objections”. Objections generally fall into three main types.
This article will explore the types of objection, how they arise and how to overcome and avoid them. Part II will then discuss the 10 most common objections, and how to handle them to close the sale.
Potential customers generally raise objections for three specific reasons. Two of these are easily handled. The third however, normally points to a fundamental breakdown in the sales process. All is not however lost, and while most of these can be overcome, it is important to understand why they arose, and ensure future sales do not fall into the same trap.
Sales objection Type 1 – Negotiation Tactics.
Assuming that your buyer fully appreciates the value that your product will bring them, some still need to get a “deal”. The range of people looking for a deal can be entrepreneurs, professional procurement and government departments.
You must get the customer to reiterate the value that they are getting first and foremost. This will strengthen your negotiating position. If it is confirmed that they really need this, and that they truly believe that you have the best solution for them, you must make a judgment call. This in effect means that you must also look at the lifetime value of the customer, and whether winning the immediate negotiation, could affect future relationships. Remember, we must always strive for a win-win scenario, since good customers become long-term partners!
If you feel you need to still do a deal, try and throw something into the deal that they need. Why – because a discount comes straight out of your profit. Giving them a value added service, not only costs less, but it gives them a deal, while making their life as a customer even better.
Sales objection Type 2 – Competitor Planted.
Very few sales professionals operate in a vacuum. They normally have to face competitors at many different stages in the sales cycle. The earlier you face them and help the customer reject them, the easier your job will become. Many top sales professionals, who know that their customers need to go out to tender, help the customers, write the Requests for Proposals (RFP). I always remind sales people that I work with – “if receiving an RFP is a surprise – losing it shouldn’t be!”
One of the competitive tactics, I teach, is to “Raise the Bar”. What this basically means is that if you’re neck and neck in a competitive bid, throw in some additional features or benefits, which the customer may need, that you know your competitor can’t deliver.
A great tactic, but what do you do if this happens to you? You need to test if this is a genuine requirement. You need to ask them how valuable to their business would having this requirement be. You also need to confirm whether or not it is a sale breaker. If it is, then either walk away, or see if you can match their need in a way that still benefits both parties.
Sales objection Type 3 – Genuine Concern, or an Expectation Gap.
The final type of objection arises normally due to a lack of qualification, or indeed not following an appropriate sales process. If at the close, a potential buyer is still not convinced, then either you have closed too early, or you have not addressed all their concerns.
At this stage, you need to find out exactly what the issue it is. It may be one of lack of authority – they can’t actually make a decision to purchase, or is could be because they have not matched the value your product can give them, with their needs and expectations.
Price should certainly not be an issue, if your customer appreciates the value of the product or service. Size and financial viability also fall into this category, and there are a number of ways of turning these around to appease the customer’s concern
The most common reason, and indeed the easiest to solve, is the “prove it” objection. Like all others, this should be confirmed as the last remaining question, by asking something like – “If we can do or show you that, will you go ahead”. A selection of proof points may be a pilot, a reference visit or maybe a factory tour if you manufacture your own products.
Visit our website (InfoCenter page) to read Part II.
100 Percent Commission Source Magazine
FULL PAGE ADVERTISERS
._0-WANT_TO_PURCHASE_ MINERALS_&_OTHER_OIL_&_GAS _INTERESTS.pdf
0-WANT_TO_PURCHASE_ MINERALS_&_OTHER_OIL_&_GAS _INTERESTS.pdf
WANT TO PURCHASE
MINERALS AND OTHER
Send details to:
P.O. Box 13557
Denver, CO 80201
Current Issue of 09/16/2019
WRIGHT'S HOT HOME PAGE!
We Help Others.
208 Ways To Save Money On
Food, Gas, Heating Bills, Taxes.
Only $5.00 Cash Or US Money Order.
P.O. Box 1886
Horsham, PA 19044
We have 10 Family Programs, a Program For Every Family Member, For Their Health And Financial Needs. Please send $10 Dollars To:
PO BOX 1006,
FROM OREGON -THE PACIFIC WONDERLAND STATE.
ADS ACROSS USA
EASY WAY TO BIG EBAY PROFITS!
HOW TO GET ONE MILLION
PEOPLE TO SEND YOU $100
Totally New, Fully Automated
ENDLESS CASH SYSTEM!
Send $1 & SASE
1259 E. 58th. ST.
LOS ANGELES, CA 90011 sc
AMAZINGLY SIMPLE! MEN - WOMEN
EASY PART-TIME HOME BUSINESS
Nets $500 And More A Day.
Suprising Facts In Free Report.
DryTech Prom #CL 44865
1987 Nordhoff St.
Northridge, CA 91324
$$$$ EARN $$$ THE CHRISTIAN WAY! $$$$
Spread the Word and earn money.
God wants us to prosper.
Rush $3 and 3 stamps to:
MYRNA L. MILES
2558 MOYERS RD.
SAN PABLO, CA 94803-3102
Only $19.95 for
54 Words or Less.
Expect Amazing Results.
DALLAS, GA 30132
Get Paid To Shop
INTERESTED IN MAKING MONEY ONLINE?
Never Talk On The Phone.
For Complete Details, Send A SASE To:
Publishers Market Source
P.O. Box 11272
Merrillville, IN 46411
To enter, purchase Proxene ES 90 capsules, (an anti-aging supplement), for one of the following prices that you can afford:
[ ]$50. [ ]Up to $120.
[ ]More than $120.
This is a fund raiser so Medicare or Medicaid are not accepted.
Checks are preferred.
I will accept money orders and credit cards.
No orders accepted by E-Mail.
Allow up to 4 weeks for delivery of Proxene ES 90.
Send your order to:
DR. LEMMIE PINKNEY, M.D.
4075 KAHNVILLE RD.
GLOSTER, MS 39638
INSTANT CASH FLOW SYSTEM!
How To Make An Amazing Income For Life
With A FREE Instant Cash Flow System!
a $597.00 value!
Start From Absolute Zero And Create An
Amazing Income For Life - Guaranteed!
Return This Ad With $1.00 Processing Fee To:
Free Cash Flow System
100 Blackamore Ave., Suite 22
Cranston, RI 02910
(Reg # 1809)
INFORMATION SELLING GOLDMINE!
1,000's of Super Hot Money Makers
Now on one Jammed-Packed CD!
For your own "The Harris Infoserve Disk Catalog CD"
with unlimited duplication and resell rights,
Rush $39.95 + $3 S&H to:
PO Box 35-188
Elmwood Park, IL 60707
No Income Or Credit Check!
No One Refused!
For Application, Send #10 S.A.S.E to:
1508 STAFFORDSHIRE DR.
CHARLESTON, SC 29407-6508
FREE WEBSITE REWARD
CERTIFICATE $197.00 VALUE
And Lots Of Money Making
Opportunities. Your Website Is Submitted FREE To 880,000
Search Engines, Classified Ads,
Millions Of People Will
Visit Your Site.
For Complete Package,
Send $20.00 Cash Or Money Order Only To:
PO BOX 763
GOLDSBORO, NC 27533
HOW TO GET
1 MILLION PEOPLE TO
SEND YOU $10 CASH
In Six Months or Less!
A TOTALLY NEW-INGENIOUS-
SEND $10 CASH to:
PO Box 878
And $10 Cash to Dealer:
1327 NE 125th. STREET
N. MIAMI, FL 33131
EARN $1,000 A DAY
NEW and RESPONSIVE PROGRAM. Low Cost!
INNOVATIVE, GREATEST INCOME EVER.
Send Two Dollars for Info, shipping and handling to:
PO Box 311096
Jamaica, NY 11431
ROAD TO RICHES
$6,000 GuaranteedMillions Possiblewww.roadtoriches.org/main-3693William D. Powell49 W. ChicagoPontiac, MI 48340
Receive $100 & $200 CASH Payments DAILY, & NEVER PAY FOR ANOTHER MAILING AGAIN!
This is NOT MLM.
THIS IS UNLIMITED CASH SENT DIRECTLY TO YOU DAILY!
INSTANT PAY, INSTANT PROFITS!
For Details, Visit Us At:
ADS ACROSS USA
Make out a $20 money order
for each person & a $20 money order & 5 stamps for the monitor.
9309 Sarasota Drive
Knoxville, TN 37923
Get c/r ad with you in position #1.
Get $20 on 3 levels.
We publish this ad and
your 1" ad to 10,000.
P.O. Box 788
Alcoa, TN 37701
TURN $7 INTO $19,659
Per Month! Listen To Message: