DEALING WITH OBJECTIONSPART 3PERFECT-WORLD IT!DAVID RUBINSTEINEDITED BYJIM OLSONIt’s time to deal with objections, again. Remember, these are techniques in dealing with objections. No solutions have been presented to the Buyer yet. So far, we’ve learned how to “ignore it” and “remove it.” Now, we’re going to take the Buyer on a little trip.Dealing with objections [...]
DEALING WITH OBJECTIONSPART 2REMOVE IT!DAVID RUBINSTEINEDITED BYJIM OLSONWelcome back to the world of dealing with objections.The last Morsel dealt with the “Ignore.” Another technique enables us to “remove” or “take-away” the objection.You go to the theater for that show you’ve been wanting to see for months. But, traffic is brutal, the seats are incredibly uncomfortable, [...]
SOMETIMES WE CAN’T OVERCOME ‘EMBUT WE CAN ALWAYS DEAL WITH ‘EMDAVID RUBINSTEINEDITED BYJIM OLSONI hate it when Buyers object. Why can’t they just be reasonable and do what I want them to do? Lawyers should object, not our Buyers. It just makes sales so difficult.In getting started, a couple of things need to be cleared [...]
WHY THEY DON’T BUYDAVID RUBINSTEINEDITED BYJIM OLSONAsk 10 Sellers to come up with the number of reasons for Buyers not buying and guess what you’ll get? More than half will say “about a million.” A couple will figure it’s a trick question and say “one.” One smart-aleck will say “73.” Nothing uniform, that’s for sure. [...]
“SO, WHAT’S YOUR SALES SIGNATURE?”DAVID RUBINSTEINEDITED BYJIM OLSONIt’s not the latest pick-up line! But the answer may determine the quality of your sales calls. There are only three (3) things that come out of the mouth of a Seller.· Gottems: Product knowledge, its technical aspects and application.· Opinions: Things we think, feel and believe.· Questions: [...]
UP-SELLING&DOWN-SELLINGDAVID RUBINSTEINEDITED BYJIM OLSONOne of the six (6) ways to leverage existing accounts is through up-selling and down-selling. Interestingly, these concepts can be perplexing for both Buyers and Sellers. They are frequently confused with adding-on (Morsel #33). In addition, many Sellers and Managers think that down-selling is a negative thing. Effective up-selling/down-selling can be ticklish, [...]
ALWAYS THINK LIKE A SELLERDAVID RUBINSTEINEDITED BYJIM OLSONWhen Selling, how often do we not do something because we think if we were a Buyer we wouldn’t want it to happen to us? For example, the simple act of asking a receptionist for a decision-maker’s cell phone number? Or, actually calling that person on their cell [...]
ALWAYS THINK LIKE A SELLERDAVID RUBINSTEINEDITED BYJIM OLSONWhen Selling, how often do we not do something because we think if we were a Buyer we wouldn’t want it to happen to us? For example, the simple act of asking a receptionist for a decision-maker’s cell phone number? Or, actually calling that person on their cell [...]
“ADDING-ON” HOW TO EASILY GROW YOUR BUSINESSDAVID RUBINSTEINEDITED BYJIM OLSONSales numbers tell us what we take from the market but not what we leave in it!The simplest way to grow our business is through “adding-on” to current transactions. Technically, adding-on is “extending” the sale by asking about associated items – “things that go with things.” [...]
THE MOST IMPORTANT CLIENTIS THE ONE YOU HAVEDAVID RUBINSTEINEDITED BYJIM OLSONWe work so hard to develop new business. It is arguably the most difficult task for a Seller. Remember before we had ‘em, someone else did. Gobs of hard work, a bit of luck or perhaps a competitor’s screw-up resulted in our new account. A [...]
