I Then Asked These Three Critical Sales Questions…

David looked at me bewildered.

Nothing unusual I thought. It had happened many times before by others.

He then said…

“Can you go out on sales calls and teach them?”

“Mind you.” he then sheepishly uttered.

“I know they don’t want that.”

I looked at him in an almost apologetic glaze yet my expression soon changed to disbelief.

I replied… “Heck no. They are your sales people.” “It’s their job to sell !”

He slumped in his chair as if he was told Santa is not coming this year.

He then revealed… “But sales are down and I am at a loss to know to know why customers and prospects are not buying.”

David continued…

“The sales team are making the calls and achieving their targets on face-to-face meetings but the sales are not happening.”

I could see it was a real dilemma for David and his team.

I then asked three critical sales questions.

  1. Are your products sound, ethical and reasonably priced ?
  2. Are your sales team knocking on the right doors ? and
  3. Are your sales team handling customer objections ?

The response from David was an emphatic yes to the first two questions but…

he had no idea about the third.

You see…

David had never listened to a sales person make a call or been on a sales visit because he was too busy in his office compiling
sales reports. (My guess was the numbers were not stacking up too good.)

David just had no idea of what his sales team were saying to customers and prospects.

Yet the news is…
It is not his fault.
He was a victim of being office bound.

But there is good news coming David’s way.

There is a way to check on the sales team’s actions and that is by…
“Inspect What You Expect”

What this means is you have to monitor and help sales people and give them the right tools to succeed.

So David asked me…

“Kurt, you have been running your business for twenty years, how do you makes sales?”

Now I wished to uncomplicate this for David so I grabbed a piece of paper and wrote down this simple formula for him to comprehend what I call the Sales Cycle.

The Sales Cycle is a simple three step process:

  1. Create The Interest;
  2. Overcome The Objection;
  3. Close The Sale.

The Sales Cycle

 

 

 

 

 

And do it all over again.

After looking at my crude diagram, David’s eye’s immediately
lit up like a Christmas tree.

“I’ve got it.”  he said.

“They don’t know how to CLOSE THE SALE !”

“We will teach them how to close the sale.”

I asked him to re-look at the diagram.  And then said,
“Have you skipped a process?”

“What do you mean?”

“Well David, you told me:

  1. Your products are sound, ethical and reasonably priced;
  2. And your sales team are knocking on the right doors.

“Yep.” he replied.

Then their problem is not with Closing The Sales…

Their problem will be “Overcoming Objections”.

“You see until your sales staff learn to Overcome Common Sales Objections they will never get a chance to Close The Sale.”

“Agh, Gees I hate you…” he laughed.

“Can you come back Monday to take us all through How To Overcome Objections.”

“Always happy to sit down with someone with an open mind, David.”
“See You Monday.”

And I will post again on Monday too.

And I will take you through 141 ways you can overcome 17 of the most common sales objections.

It will push you past silly objections and onto making the money you deserve.

For the past 20 years my “How To Overcome 17 Of The Most Common Sales Objections” has been a massive help for thousands of people worldwide.

And I know it will help you too.
Believe in Yourself

About Kurt

I'm passionate about helping people in small to medium businesses get BIG results from email marketing. Email Marketing is about 1. Your List 2. Your Relationship With Your List and 3. Your Offer. When you get the three in unison, watch your profits soar. If you're not sure what I mean. Contact me. I can and will help. Believe In Yourself - Kurt

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