Objections

By far the biggest and most important step in the process. Here you will discover undisclosed barriers and information that you may uncover due to a insufficient qualifying process. The questions they ask are good. Questions is a sign that they are interested. However you can break their questioning down to two types. The good ones and the bad ones! The good ones are called objections. The bad ones are called time wasters. How can you tell the difference? Well an objection type question means they are interested. They are questions that pertain to the product or service that will lead to a close. A time wasting question is a information seeking type question. This indicates that you haven't done your presentation well enough and that they do not understand what they are purchasing. They are the type of question that revolves around product information, usually the same question that gets asked over and over again.

Rule # 6: Become a chameleon. Adapt and change your presentation

Objections are where you can pick up the que's of how your potential client wants to be sold. Objections will point to personality traits that you must pick up on to succeed. It is so vitally important to learn and understand this concept. You, the professional sales person must adapt to the conditions and circumstances the prospect is presenting you with. That is, the prospect will give you clues from the second you meet them on how they want to be sold. Not everyone can be sold in the same way. Techniques can be applied in a different fashion, and a professional can adapt to every situation based on the clues given by the prospect. And the clues begin as soon as you meet them. Here is an example. You walk into your prospective clients office and he greets you with a loud hello and a firm handshake. When he talks he's animated, aggressive, loud and in your face. The professional sales person will be the same. On the next call you walk in the client is sitting down with their arms folded, barely says hello, is quiet, obviously shy. You be the same. Don't be loud and boisterous like the last client. Adapt and change you mannerisms to suite your client. Become a chameleon. Use all the same sales techniques presented here, but present them according to the clues you get from your client.

What are these clues? There are three, his words, his inflections, and his actions. All three will give clues as too how this person wants to be treated. Not everyone wants to be sold in the same way. Learn to pick up on these clues and adjust your sales presentation accordingly.

The final and most forgotten step is the CLOSE...

It all starts at the end. The end objective or goal you have in mind. Every professional sales person has a goal in mind BEFORE he walks in to meet a client.  This sales program is designed so that you always have that end in mind. The end in mind means that you have a purpose, you have a goal. As simplistic as this sounds, to achieve any goal you must first SET THE GOAL. In sales that can often times mean closing more deals and  increasing your income. And the basic premise and focus of this web site is the connection that achieving goals actually helps your self esteem. With out a strong self image, you will have a difficult sales career....so work on your self esteem by working on your goals.