Just in case you missed last month’s sales training conference call, we are making it available to you here! Each month Southwestern Consulting™ brings together our finest Top Producers to train on today’s most relevant sales topics. These calls are free and you don’t want to miss out on these opportunities to learn from the absolute best. Some of our past topics include closing, referrals, prospecting with LinkedIn, follow-up and selling with social media.
Listen to last month’s call on Mastering Your First Impression Conversation When Selling:
Here’s a great look at how selling strategies have evolved over the centuries from DKNEWMEDIA. Where do you find yourself on this timeline?
Make sure you are caught up on the 14 Week Blog Series (PART 1 & PART 2)With a changing marketplace the way we follow up has evolved to meet the needs of today's people and the way we communicate to do business. As our communication standards change so does our business. As our client base changes so do are preferences, styles and methods of how we communicate on a daily basis.
In case you are just digging in make sure you check out Part 1 on "THE GENERATIONAL GAP"
Today we are going to dig into the methods of building relationships, creating loyalty and locking out competition. Techniques for implementing automated systems that help you accomplish all of these things through consistent and on-going follow up including social media, text campaigns and more.
From: Dew Tinnin
When I started my sales career, I was given a script and I started dialing. Like most salespeople, I was given basic scripts to handle common objections like price. But I wasn’t trained on how to overcome blow off objections – the lame excuses I heard when someone was just trying to blow me off.
- “Send me some information.”
- “I’m happy in my current situation.”
- “I need some time to think about it.”
I lost deal after deal until I finally learned how to keep from being blown off. Just like any objection, the best way to overcome the blow off is to write out a power statement script that is in your own words. I’ve started some sample scripts for you – feel free to take these and make them your own.
1. “Can you just send me some information?”
“Absolutely, what’s your email address? Now [name], I want to be absolutely sure that the information I send you is what you’re looking for. If you were in my situation sending information to you, what would you be sure to include?”