Sales Software Management

3 Killer Ways to Handle Sales Objections by Peter Fuller

Bookstores are full of sales books which lay out objection handling methods. I know of one that has a mind numbing 10 step process guaranteed to kill the objection and the prospect. Through many years of power based selling I have come up with a few ways to make objections your ally not your enemy.rnrnPicture this; we are on a holiday from our professional sales job and we are driving on the highway to our destination. Up ahead, our alert driver notices dead deer on the highway. The deer is beyond help, mangled and messy. Do we stop the car and start prodding the dead deer or do we adjust steering, slightly, and cruise on to our destination?rnrnThis is what sales amateurs do. They spend too much time analyzing the objective instead of staying on the sales path to gain an objective. Object is to move the sales cycle to next baseline. Here are my 3 steps to keep the wind in the sails of your sales process:rnrn 1. Ignore the objection completely, 3 times: yes, I know we are supposed to listen, notice I did not say use deaf ears, I said ignore. Prospects are battered with pitches. On the way to work radio ads pitched him, before he left home his kids and wife pitched him, his colleagues pitch him. With the pitch happy world, smart prospects have built a layer; a layer of response to a pitch. Automatic and effective to kill off sales guys. So ignore the first objection, ignore the same objection if it arise again and ignore it for a third time. Yes, brass balled salesmen ignore the heck out of objections. Just keep on the sales highway.You will notice fast using this technique, that the objection was smoke, had no substance.rn 2. Switch it: Ok, now we heard it 3 times: we can assume, only assume at our risk, that the objection is real. Uh oh, now what. Switch it. Switch the objection to frame as the most important reason to buy. This elegant and magical when done right. Here is a switch to the no money stake in the amaters sales guy heart: “Sir, gentlemen like you who have no money, have a desperate need for our service.” and now get on the sales highway with no pause, no stop, keep selling.rn 3. Answer it: not the first approach, note the 3 infront of this line. Answer it just like this; feed the objective back to the prospect and be silent or as J. Douglas Edwards said, “SHUT UP.” Your prospect, guaranteed, will answer his own objection or give you details to frame your switch or response.rnrnMany believe the best way to answer objections is not to get any. 83 page powerpoints are designed to inform the prospect. But powerpoints inject boredom into the sales cycle when overused. And in my opinion, if you use a ppt, this is overuse. But if no objections do pop up, the sales guy is not selling hard enough or is selling to the wrong prospect.

OnlineSalesSoftware.netrn2140 E. Southlake Blvd. STE L 555rnSouthlake, TX 76092rn888-605-3173rninfo@onlinesalesoftware.netrnrnOnline Sales Software makes powerful sales software loaded with true sales force automation for lead distribution and sales tracking. Sales management gets accurate sales lead data, sales pipeline data and sales forecast date from all sales people; direct and sales channel partners.

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Sales Management Software – Sales System

Sales Management Software

Sales Manager software helps your sales team to work more efficiently and their attention to the sale. The sales team at times frustrated with the confusing and complex CRM solutions, or if they are struggling with the limitations of the approaches that are based on tables, too. With this software, the sales force automation system in pipeline management, which will result in improvements to the maximum of each, maximizing theProductivity of field staff and take care of the drive and close sales. The sales managers and representatives of the information more clearly and they will be able to plan their goals and set accordingly.

Behind this formula is very simple and that is when the visibility increases you can easily recognize the opportunity in every phase of the sales cycle and in this way you can track your progress through the sales target. Gradually, the teamMembers to understand their responsibilities as exactly what they should do. If the tasks are assigned and set deadlines, team members perform their duties effectively and quickly. The software enables the representatives to gather information that is easily, they can follow up their results and focus on the product’s security. In this way the whole team will receive the power and the members of each other in a row oriented manner lead connected.

With so many salesRepresentatives, it is not possible to merge the monthly updates of their work.

But the various software products helps sales manager and makes it possible leads for the representatives of their track, so that so we can update the status of a centered position. There is another advantage – you do not follow the stereotypic rules of sales force automation system. When the team is entitled to its terminology and distribution processes of the workloadIs done accurately and quickly

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Sales Software Management

McAfee to Acquire Stonesoft – Analyst Blog (Zacks)

McAfee, a wholly-owned subsidiary of Intel Corp., which is the world’s largest
manufacturer of semiconductor products, plans to acquire Stonesoft, a network
firewall solutions provider, for $389 million in cash.


Sales Management Software – Sales System