Blog

Resistance

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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It’s not my job….Resist being resistant

In the showroom world, it’s understandable that sales associates will rely on incoming traffic for their business. After all, if they wanted to do outreach, they would be outside salespeople, right?!
Maybe.

Whether inside or outside, the role of a salesperson is to generate sales for the showroom and for themselves. The more flexible and innovative the salesperson is with HOW that achievement is executed, the more consistently their goal will be achieved. This is because they are not tethered t…

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Securing Appointments

What secures an appointment is a confirmation call and ALL in-person appointments need to be confirmed. If it's a morning appointment, ask them if a call the evening before or early that morning works better for them. If an afternoon appointment, tell them you will call them that morning (say between 9-11) to confirm the appointment.

A call works better than an email or a text because you want to TALK to them! And if you give them homework (whatever was missing when you met them such that …

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Recognizing Resistance

Resistance is one of those things that is so easy to see in others but nearly impossible to see in ourselves. Some of that comes from the oft-believed notion that we are ‘open to new things’. How many people read Who Moved My Cheese? by Spencer Johnson and saw themselves as Haw, the mouse who was willing to try a different way that would produce a better outcome?

Every day, EVERY day, I ‘invent the possibility’ of being willing and open. And I do that every day because it sets my thinking to …

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