People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)

People buy people. If everything else were equal wouldn't you buy from the person that you liked the best? Of course you would and so do your clients. This may seem obvious but it is a fact that's often overlooked by most salespeople. This is a shame because it's a fact that we can use to great advantage when selling.

Most clients are worried that you are going to push something onto them that they don't want. Why? Because we've all experienced salespeople in our lives who do this. By focusing on the relationship and not on the sale you start to put your clients more at ease. This allows them to stop worrying that they are about to get "pitched".

When I teach this simple technique to delegates and they get on the phones and try it they are always amazed at just how effective it really is.

Objections:

"We've got no need?"
"We've got no budget?"
"It's the end of the financial year?"
"It's not my decision?"
"You need to speak to someone else?"
"Etc.

The "Building Relationships" Answer:

"That's fine. At this point most of my competitors would ask you when you do have a budget and arrange to call you back then. We at ? (name company) ? believe that business is built on relationships and I would still like to invest the time in getting to know you now. Tell me John, how??"

For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales performance and motivation Gavin combines commercial experience, personal excellence and communications technologies in delivering personal and business sales success.

Visit http://www.gaviningham.net now to join Gavin's free monthly newsletter packed full of sales secrets, strategies and tactics. Join now and get Gavin's ground-breaking 9-part objection handling course absolutely free.

In The News:

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Michigan's ban on sales of flavored e-cigarettes officially takes effect  WNEM SaginawMichigan Gov. Gretchen Whitmer released the emergency rules banning flavored nicotine vaping products on Wednesday. Facebook · Twitter · SMS · Email ...
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Absolute Carnage, Marvel Comics #1000, X-Men Dominate August 2019 Sales  CBR - Comic Book ResourcesAugust was almost all about Marvel Comics, as the publisher squeezed everyone not named Batman out of the Top Ten.
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With stake sales, Yes Bank is now poised for a makeover  LivemintMumbai: Yes Bank's shareholding structure may witness a major churn by the year-end as founder Rana Kapoor has initiated talks to sell a part of his holding to ...
Aurora City Council to set hearing on marijuana sales  Chicago TribuneAurora is moving forward with its process to consider legalized marijuana sales in the city.
Bajaj Dominar price increased by Rs 10k - Sales decline to 927 in Aug 2019  RushLaneLaunched in April 2019, Bajaj has now announced the third price hike of Dominar 400. This is the highest price hike ever given to Bajaj Dominar.
Royal Enfield Classic, Thunderbird sales down, Bullet, Himalayan grow - Aug 2019  RushLaneRoyal Enfield Classic 350 has posted its lowest monthly sales in many years. Thunderbird sales also down. Bullet, Himalayan sales grow.
Sales tax receipts show strong summer  Glens Falls Post-StarGood summer weather and a strong summer tourism season are showing up in Warren County's tourism receipts.

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