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019 - Colin Pearce: Objections
S.A.SH.M.A.C. - How to be the master of sales objections and the interruptions
When you study this topic in detail in the Sell more, easier, faster course at www.ColinPearceAcademy.com you will see where this presentation fits in your understanding of good sales conversation skills. Right now you can get access for FREE for 30 days. Hit the enrol button and use the coupon code 30daytrial
Professional salespeople who are experienced don't put themselves in situations where they need to argue and convince and haggle with prospects. When you listen to this message you will understand how those people have become so good at the craft of selling. And you will see it is not hard to fall in line with the same concept. We looked at this in BE SO GOOD PODCAST Episode 005.
S.A.Sh.M.A.C. is an acronym I made up years ago to remind me to keep my sales presentations shorter. Im those days I could turn a ten minute presentation into an hour and ten easily.
How?
For one thing, I knew a lot about the product or service and loved to share my enthusiasm. (To be quite transparent about it, I love to share my enthusiasm about anything.)
I also thought that my job was to persuade someone to buy and the only way to do that was to tell them lots of stuff, with enthusiasm, gusto, chutzpah and entertainment.
S.A.Sh.M.A.C. stands for …
You will always need it
It’s very useful. Anyone who’s been in sales for more than three minutes knows that two things are 100% predictable.
1. You will get questions
2. You will probably get reasons why the ‘buyer’ won’t buy. (AKA ‘objections’)
And the problem with that?
• When you get questions, you feel obliged to answer, and usually at length.
• When you get ‘objections’ you feel obliged to prove you are right, the customer is wrong; and again, usually at length.
So your presentation goes forever.
Stepping stones
You must come to grips with questions and objections. That’s what the picture is about. They are stepping stones on the way to the ‘bank’.
When you get one you should take a breath and hold back. While you’re doing that, SMILE kindly, not sardonically, not sneering, just patiently.
Make the next thing you say sound agreeable.
Now don’t answer the question or make an argumentative point.
If you do, you’ll be there all day and will just invite more unhelpful interruptions.
You can’t help a drowning person if you surrender your leadership. You will help the buyer best by being the one in cotrol of question time. So say;
Or
There’s a graph
When you study Module 5 in the Sell more, easier, faster program at Colin Pearce Academy you will see the graph which helps this all to make sense.
And click here to access your FREE 30 day trial. Click enrol and enter the coupon code: 30daytrial
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By Colin PearceS.A.SH.M.A.C. - How to be the master of sales objections and the interruptions
When you study this topic in detail in the Sell more, easier, faster course at www.ColinPearceAcademy.com you will see where this presentation fits in your understanding of good sales conversation skills. Right now you can get access for FREE for 30 days. Hit the enrol button and use the coupon code 30daytrial
Professional salespeople who are experienced don't put themselves in situations where they need to argue and convince and haggle with prospects. When you listen to this message you will understand how those people have become so good at the craft of selling. And you will see it is not hard to fall in line with the same concept. We looked at this in BE SO GOOD PODCAST Episode 005.
S.A.Sh.M.A.C. is an acronym I made up years ago to remind me to keep my sales presentations shorter. Im those days I could turn a ten minute presentation into an hour and ten easily.
How?
For one thing, I knew a lot about the product or service and loved to share my enthusiasm. (To be quite transparent about it, I love to share my enthusiasm about anything.)
I also thought that my job was to persuade someone to buy and the only way to do that was to tell them lots of stuff, with enthusiasm, gusto, chutzpah and entertainment.
S.A.Sh.M.A.C. stands for …
You will always need it
It’s very useful. Anyone who’s been in sales for more than three minutes knows that two things are 100% predictable.
1. You will get questions
2. You will probably get reasons why the ‘buyer’ won’t buy. (AKA ‘objections’)
And the problem with that?
• When you get questions, you feel obliged to answer, and usually at length.
• When you get ‘objections’ you feel obliged to prove you are right, the customer is wrong; and again, usually at length.
So your presentation goes forever.
Stepping stones
You must come to grips with questions and objections. That’s what the picture is about. They are stepping stones on the way to the ‘bank’.
When you get one you should take a breath and hold back. While you’re doing that, SMILE kindly, not sardonically, not sneering, just patiently.
Make the next thing you say sound agreeable.
Now don’t answer the question or make an argumentative point.
If you do, you’ll be there all day and will just invite more unhelpful interruptions.
You can’t help a drowning person if you surrender your leadership. You will help the buyer best by being the one in cotrol of question time. So say;
Or
There’s a graph
When you study Module 5 in the Sell more, easier, faster program at Colin Pearce Academy you will see the graph which helps this all to make sense.
And click here to access your FREE 30 day trial. Click enrol and enter the coupon code: 30daytrial