Selling Skills Blog

SALESOLOGY 101: ARE YOUR SALESPEOPLE TRAINED TO EFFECTIVELY OVERCOME THE MOST COMMON OBJECTION THEY HEAR ON A REGULAR BASIS?

Posted July 8th, 2021
SALESOLOGY 101: ARE YOUR SALESPEOPLE TRAINED TO EFFECTIVELY OVERCOME THE MOST COMMON OBJECTION THEY HEAR ON A REGULAR BASIS?

No matter what products a salesperson is selling the most common objection they hear on a regular basis is ‘IT COSTS TOO MUCH’ and/or ‘YOUR PRICE IS TOO HIGH’. This is critical information to know because if your salespeople are not trained how to effectively overcome these objections they probably will not get you to the next step in the sales cycle. In other words, the more effective your salespeople are in overcoming ‘price and cost’ objections the more sales you’ll win during the year. This becomes a paramount issue when selling big opportunities into ‘key accounts’. Is this a real objection or is the buyer using it as a tool to insure he gets the best price? Salespeople need to know how to handle these kinds of situations by staying focused on building value and bringing down cost in the buyers’ mind. Are you sure your salespeople know how to effectively build value in your products and services? Do they know the difference between price and cost in the buyers’ mind? Are they equipped with the strategic information and knowledge about your Company, products, industry, competition and customer needs to get you to the next step in the sales cycle? Salespeople need to understand the answers to these questions and develop skill using the PRICE/VALUE FORMULA to effectively bring down cost in the buyers’ mind by building value in your products. I’ll train your salespeople how to give the customer $2 worth of value for a $1. This is a 2-hour “interactive Salesology 101 course” loaded with research-based selling knowledge and proven techniques offered virtually or in-person and customized for your products, company and industry. The course is offered standalone or bundled with our unparalleled Territorial Development & Management course for a day of analytical skills training that will improve the way your salespeople sell for the rest of their working lives. Please look over our courses and contact us for a free and no-obligation quote:  http://21stcenturysellingskills.com/courses.html

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