Recognising anxiety when facing stressful situations like objections Your heart rate increases. Your breathing gets faster. You feel and see your skin flush, as a result of a 300-400% increased blood flow priming the muscles, lungs, and brain to respond to additional demands. You feel [...]
Questions to ask to prepare for objection handling In my last post, I wrote the most important things one needs to know to handle objections are the prospect’s wants and needs. So how do you get at these wants and needs? The good news is [...]
Objection Handling: The five things you need to know Most people imagine that the most important things they need to handle an objection are in depth product knowledge, awareness of product features, advantages and benefits, competitive awareness, and the ability to communicate unique value propositions. [...]
Prepare to handle objections well before prospects raise them When I ask people how might overcome a price objection (e.g. “It’s too expensive”), they will usually tell me they use a mixture of unique value points, competitive advantages, features and benefits of the product, and [...]
The Difference between Emotional and Rational Objections When a prospect calls your office seeking information about how you can help them, they will either book an appointment, or delay booking an appointment. If a prospect calls you, there is a very high likelihood that they [...]
The Difference between Questions, Objections and Smokescreens One of the most challenging aspects of selling, and sales training, is handling objections. I’ve aimed to simplify this concept as much as I can over the years, and I think we’re nearing the zenith of how clear [...]
Learning for life - how psychology is fundamental in a customer service phone call As an intern with LiveseySolar I was really appreciative to have the chance to accompany Rod Solar to a training last week. As it is a major issue in my studies [...]
Asking for money - how your beliefs affect your actions In my last post, I shared the five fatal flaws that lead to selling resistance in professional service business owners. These same flaws are modelled to staff, who turn these feelings into beliefs about asking [...]
For the Professional Business Owners: Five Fatal Flaws that lead to Selling Resistance Sometimes, your people don’t, won’t, or can’t sell because of your selling resistance. Whether you like it or not, as a business owner, you set the tone for the values considered important [...]
Rewarding yourself for acting - often and repeatedly Limiting thoughts, beliefs and feelings can be paralysing. I know, I’ve experienced many, and have seen my productivity and outcomes temporarily plummet as a result. As I wrote before, while we can acknowledge that fears and negativity [...]
