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Top 10 excuses that make a sales manager want to scream.

1. We lost another one to price

2. They are getting other bids

3. They said they needed to think about it

4. They couldn't afford what we offered

5. This is a “next year” project for them

6. I had a nice visit, but I do not have a second appointment

7. The leads are no good right now

8. Our prices are too high

9. There is another decision maker that I didn't know about

10. I left them 15 messages and they haven't called me back

 

We lost another one to price

When the consumer shops on price and price alone, we have to look deep inside our current sales approach and ask ourselves, “How did we let that happen?”

 

The word “value” is tossed around the sales training industry like a Frisbee during a family picnic.  The common statement is, “You have to build value!”  What does that mean?  How does one actually build value?

 

Can value be built on the bells and whistles of your product?  Or is value really built on the benefits and solutions you provide?  Benefit Selling connects the consumer to the direct solutions – the targeted results that made them want to know more about your product in the first place.

<<Learn more about Benefit Selling<<

 

 

They are getting other bids

When the consumer tells us that they need to get other bids, only one thing is true.  They believe that their solutions can be met by more than one company.  Shame on you!  Your company, your product, and your solutions are different than anyone else’s.  Your Masterful Presentation must help them discover that fact.  If you frequently find yourself in a competitive bid scenario, you are not communicating Exclusivity.

<<Learn more about Exclusivity Selling<<

 

 

They said they needed to think about it

This statement is one of the most common objections that the consumer will offer.  This statement, however, is factually incomplete.  The consumer is really saying, “You, Mr. or Ms. Salesperson did not give me, offer me, demonstrate to me, persuade me, convince me, show me, help me, or guide me in a direction that solves my need.”

 

Like a recording, you probably recited every aspect of the “product.”  This approach does not identify the consumer’s Key Drivers.  The solutions that you offer your prospects must be identified by first uncovering what is important to them.  This process is known as Key Driver Selling.  Does your current sales approach determine your prospects’ Key Drivers with laser-guided accuracy?

<<Learn more about KEY DRIVER SELLING<<

 

 

They couldn't afford what we offered

Dear Sales Manager, I am not sure how to break this news to you, so I might as well just say it.  Your sales person was purchasing other things while on company time.  Your sales person just bought a line.  Actually, the prospect just sold them the “We can’t afford it right now” line.  But fear not, Sales Manager, I am sure you only hear this line every once in a while.  What’s that you say?  You hear this line often?  If you had a toothache, would you shop dentists based on price alone?  Would you go through the yellow pages and ask each dentist how much they charged to solve your problem, and then decide if you could “afford” to have your solution solved?  When you are in pain, you want the pain to stop, regardless of price.

 

When the consumer says, “We can’t afford it right now,” what they are really saying is, “Your product or service, and the features and functions you offer do not connect with my needs.  Because the features and functions do not connect with my needs, I do not need to spend my money on it right now.  Maybe one day, when I have extra money, I can afford to do so.”

 

Benefit Selling connects with a consumer’s hot buttons.  It is at the core of the decision making process, and it satisfies the needs of the consumer better than anyone else.

<<Learn more about BENEFIT SELLING<<

 

 

This is a “next year” project for them

If the emperor has no clothes most sales people will want to show the emperor the entire selection of suits in their inventory.  The emperor might like all the suits, but he might also want to wait a year.  This is the problem with the sales approach.

 

Before the emperor needs to see new suits, he needs to be given a mirror to see how silly he looks with no clothes on.  Once the emperor identifies his needs, and needs a solution to correct it, you will no longer have to try and sell the emperor a new suit.  Instead, the emperor will want to buy all you have.  And that, my friends, is Masterful.

<<Learn more about a MASTERFUL PRESENTATION<<

 

 

I had a nice visit, but I do not have a second appointment

Well, I hope you enjoyed your visit.  Did you walk away with some tea and crumpets?  I sure hope so, because that’s about all you will get from that experience.  If your product or services requires more than one meeting to secure the order, why not set the second appointment as soon as you arrive?  We must continue to be actively engaged with the consumer in order to furnish them with the solutions they need.  You owe it to your prospect to help them with their solutions.  The least you could do is communicate it with them.  Set your second appointments up front, and watch your closing average soar!

<<Contact Us<<

 

 

The leads are no good right now

Any Sales Manager with longevity has heard this line, and probably has grey hair to prove it.  Are there better lead sources?  You bet there are, and anyone who tells you differently has never worked in the trenches of sales.  The best lead source is a referral.  Does your current sales approach capture and harvest referrals in a masterful way?  If you want to make a living, by all means, sell something.  If you want to have a lifetime of wealth, take great care of your client, and harvest their network of friends.  Remember, you solved their problem, and they love you for it!

<<Contact Us<<

 

 

Our prices are too high

If a sales person had their way, everything would be free so that they can boast about a 100% closing average.  If price is the mentality, even if the product was free, they would still lose some to the competition!

 

A free something that does not fill my needs has no value to me.  I have no desire to own an orange tuxedo, regardless of price.

 

Does price = investment?  Does Investment = value?  Does value = Benefit?  Does Benefit = solution?  For the right solution that specifically targets your prospect’s needs, the price is irrelevant.

<<Learn more about Benefit Selling<<

 

 

There is another decision maker that I didn't know about

All signs are pointing in the right direction.  You have your price sitting on the table, your pen is in hand, and just as you are ready for your prospect to sign the contract, they say, “Well, I need to run this by someone else first.”

 

Now the price is on the table, and you are unable to secure the order.

 

Next time, use a pre-close.  A pre-close flushes out all possible objections, other than price.  A pre-close is done prior to the numbers hitting the table, and it is an essential step in a Masterful Presentation.

 

To learn more about pre-closing, please contact us for your free Feature and Benefit analysis!

>>Contact Us<<

 

 

I left them 15 messages and they haven't called me back

Isn’t that rude?  You have spent all of your time and energy trying to sell them something; you told them all about your wonderful product and the great features and functions of what you sell, and they don’t even have the politeness to call you back.

 

The primary reason someone won’t return your calls is because they think you are trying to sell them something.  Here is the deal.  The consumer loves to buy, but they absolutely hate being sold something, as they should.  Your feature and function approach to sales made them react in the following ways:

1. They were drowning in product information.

2. They did not connect the product to their personal needs and solution.

3. They did not feel any reason or benefit to do business with you.

4. They are debating changing their phone number now.

 

The solution to your problem lies in correcting your sales process.  To have a masterful relationship with your prospect, persuade them to realize their pain and supply them with a real time solution for it.  Then you will no longer have time to call anyone 15 times because you will be too busy receiving thank you calls from everyone you do business with.  Now your benefit sales approach is rewarding, effective, and highly profitable.

<<Learn more about Benefit Selling<<

 

 

 

1. We lost another one to price

2. They are getting other bids

3. They said they needed to think about it

4. They couldn't afford what we offered

5. This is a “next year” project for them

6. I had a nice visit, but I do not have a second appointment

7. The leads are no good right now

8. Our prices are too high

9. There is another decision maker that I didn't know about

10. I left them 15 messages and they haven't called me back

 

 

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