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Handling Objections…what is enough?

Let’s extend developing our questioning skills to include handling objections.
As we evaluate our relationship to objections, it’s important to look at the reaction to objections and the response to the objection. They are separate yet related actions.

Ask yourself: Do I really know what they are concerned about…or am I assuming I know? Do I accept their concern as valid – and maybe even agree with them? Do I understand their concern, and do I have a response to address it and move beyond i…

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Asking…enough… Questions

How do you know if you have asked enough questions?
What is it you want to know? And are you asking the questions that will find that out?
As salespeople, we can all expect to learn more and ask better questions as we continue to develop our skills.
One of the clues that you are not asking enough questions is that objections arise when you try to close. What are the objections that consistently come up for you?

Or equally important, do you know where your buyer is in their buying process…

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Connecting…enough?

I have been bumping up against the word ‘enough’ for a while now so I figured that there was a message for me to pay attention to!
Whether it’s gratitude for having enough or acknowledgment for being enough, I thought it might be time to take a look at where else 'enough' matters.

This year I modified the objective of Step 2 of “Sell it or Schedule it” - the step of Connecting and Building Rapport. I adjusted the objective of this step to be "To help the customer to be comfortable enough fo…

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Asking Confirming Questions

This step leads back to the first blog on this topic…assessing versus assuming.

Confirming questions solidify what was discussed and even decided, by asking a question that removed any doubt. As an example, a salesperson is working with a customer and asks them if there is anyone else who wants to participate in the project…as a way of identifying the decision-maker. The customer says, “I make the decisions about furniture.”

We all know that there are several elements to consider in making…

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Asking Summarizing Questions

Summarizing is a questioning step to see if we are accurate, in alignment, and on track. It’s a good step when the conversation is going on too long, is getting confusing (or going into areas that are less important), or when YOU have gotten distracted by too much time spent or too many details and distractions.

It’s simple: “Let me see if I understand…” then review what has been agreed to. Not every detail, just what has been agreed to.

If there is anything that is outstanding and needs…

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Asking Clarifying Questions

Where assuming can bite you is when you are sure you know what the other person wants or means without really knowing... either because they haven’t fully offered that information, or because you haven’t asked enough questions to have enough information.

Ask questions that MAKE you sure you know what they mean: “Can you be more specific?” “Can you describe that to me in more detail?” “Can you tell me what that would look like to you?”

Don’t be afraid to slow things down so you can be sure…

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Asking Forwarding Questions

As one of my teachers, Sharon Drew Morgen said: “The person who is asking the questions is the person who is leading the conversation.” And she was right.

Questions keep the volley going and answering them without asking another question ends the volley. After answering a question, ask another one, like: “What is important to you about that?”

All questions don’t require an immediate answer in response. Ask a question in response, like “Can you tell me more about that?”

Consider that …

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Assessing versus Assuming

Assess OR Assume…you can’t do both.

And the only way you know which one you are currently doing is…drumroll, please…you are asking questions with only ONE of them: Assessing. Assessing means asking questions, not knowing and looking for evidence, but asking in order to know.

Asking questions is a skill. Every sales professional needs to see it as a skill to develop FOREVER because the customer buying process changes, the marketplace evolves, and the desire and ability to learn more and do …

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How to Summarize?

“Let’s recap where we are now….”
“Let’s look at what has been decided and what remains…”
“Let’s summarize where we are now and make sure we are focused on your priorities.”

Notice that these are all ‘stop action’ statements by the salesperson…directing what the next action will be and the benefit of that action.

Summarizing will let the customer/client take a breath and not add new information to the conversation.
It will allow the salesperson to pause and take a breath, get to neutral…

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Who should Summarize?

In the same way that sketching the room is a multi-purpose tool and skill, I assert that summarizing will be, too. And they both need to be practiced into second nature by everyone on the sales team.

The sales professional.
In the earlier posts, I itemized the situations that would benefit from summarizing. For the salesperson, this will be a skill to be practiced and to keep front of mind. It may need to be mentioned in the daily huddle – with some successes from the previous day and some v…

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