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The Objection Isn't the Problem. Your Response Is.
This is the second in a series on Handling Objections—often the most challenging step in the sales process. Once you can recognize an objection, the next step is knowing how to respond to it effectively.
How should you respond?
The best way to respond to an objection is counterintuitive.
Most immediate reactions don’t work. There’s a tendency to try to make the objection go away, to over-explain, or to convince the prospect they are wrong or misinformed. Sometimes objections are ignored or di…
What is an objection...really?
This is the first in a series on Handling Objections—often the most challenging step in the sales process. Most people don’t struggle because objections are inherently difficult; they struggle because they don’t recognize them clearly in the moment.
Let’s start there.
What is an objection?
Recognizing an objection is the first step to overcoming it.
Prospects raise objections for a variety of reasons—because they are afraid or unsure of something, because something doesn’t align with wha…
Is Your Appointment Strategy Paying Off?
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Measure your results. Monitor your activity. Adjust your calendar and your actions as needed.
The beauty of being organized and scheduled is that you can begin to see what is actually happening. You can see how many appointments you are making, which time slots are most popular, and where adjustments may be needed. If you have to move an appointment to accommodate a customer’s schedule, where does it tend to move? What type of appointments work better for you—in person or on the phone?
If y…
Sales Series: The Art and Discipline of Making Appointments
(missed previous sessions of the Sales Skills Series? Check them out HERE)
As you go through this training, I want you to start shifting how you think about appointments.
Not as something extra.
Not as something you “try to get.”
But as a natural outcome of every interaction.
A sale or an appointment.
That’s it.
Start Here: Change the Outcome You Expect
Most people go into a sales conversation hoping something happens.
Instead, I want you to go in expecting one of two outcomes:
- W…
Make Appointments That Actually Stick
In addition to planning time in advance for your appointments, there are a few key actions that will help ensure they actually happen—and move the sale forward.
Use homework to keep the client tethered to you and engaged in the process. Whatever their reason is for not buying today, make that their homework. Rather than letting an objection stop the process, use it to move the process forward. Clients are often surprised by this approach, and it keeps them involved between now and the next inte…
The Right Outcome Isn’t Always the Sale
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The intention of every sales interaction is the sale—but that is not always the outcome of every interaction.
During the conversation, the buyer may realize there is more to know or more to do before purchasing. And often, they didn’t know that before the meeting began. This is especially true in custom or consultative sales. That’s where structure matters.
As sales associates, it’s critical to understand where the buyer is in their process—and when they are actually able to…
When You Should Be Setting Appointments
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This is the second in the series on making appointments. Each installment includes actions for both sales associates and sales managers.
One of the many advantages of making appointments is that you can decide when they happen. Rather than keeping your calendar open, begin to plan your schedule around the appointments you intend to set.
Appointments are best made during lower showroom traffic times—and at times that are naturally conducive to meeting:early morning, lunch time, and the end o…
The Foundation of a Strong Sales Pipeline
This month, we’re focusing on The Art and Discipline of Making Appointments.
Appointments are the engine of a strong sales pipeline. Without them, momentum stalls.
Appointments can happen on the phone, virtually, in person (in the showroom), or on site (a house call, site visit, or their office). They are not a range of time (between 9–noon), but a clearly defined, agreed-upon time.
Appointments are one of three tools in the sales toolbox that increase both close ratio and average sale. They …
The Final Step in Mastering Sketching
This is the final conversation in our four-part series on Sketching.
As part of asking strong Discovery Questions, each blog has answered one of the common open-ended questions. And in each one, I’ve included actions for both salespeople and sales managers so you can integrate sketching — and support sketching — in your daily activity.
Today we’re focusing on the practical side:
When Is the Best Time to Sketch?
The best time to begin sketching is when you start getting responses that require…
The Salespeople Who Close Faster Do This
As a Discovery activity, each conversation answers one of the common open-ended questions. And as always, I’m including both salesperson and sales manager actions so you can integrate sketching — and support sketching — in your daily activities.
Today, we’re focusing on:
Who Sketches?
The sales associate who sketches is intentional.
They are responsible, engaging, directing, creative, communicative, generous, efficient, and effective.
They care about the customer. They are willing to invest…
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