Please find some links and notes from the 2 Regular Guys Podcast. Our guest was unable to attend last second, so the 2 Regular Guys discussed things happening in the industry, Aaron's new consulting project, and attending the STL Podcast Meetup recently and the changes coming to our show. We also had a conversation about overcoming sales objections. Short and sweet today, but still good information.

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Overcoming Sales Objections

Many times small business people or even professional salespeople reach the end of a sales cycle and they run into sales objections that normally seem to feel like a price or cost objection.

From my experience, I have found that a pricing or cost objection is not actually an interest in a lower price, but it is actually a lack of perceived value. To overcome this sales objection, make sure that you explain to them thoroughly why the product's value is what it is and help them find a perceived value before lowering price.

Two good ways to do this are; 1) Make sure to fully listen to them throughout the sales cycle. They will tell you during that process what is interesting them in your product or service and if you truly listen you can find the key to their value indicator. 2) A very good technique that has been used for a long time is called Feel, Felt, Found. First, empathize with them, telling them that you understand how they feel. Then tell them about somebody who felt the same way. Then tell them how that other person found your products to be valuable to them. These are the best ways we have found to overcome sales objections.

For garment decorators / screen printers, here is a good example:

So I understand that you are a bit hesitant because of the $50 artwork, screen, ink charge to take your shirts to the next level and add those additional colors. I totally understand how budgets work and feel the same way when I'm buying something. We recently created some shirts for a running club that had for years been making one color shirts for their group. They felt it was a good way to save, but a new president of the club wanted to step their shirts up to be something their members would proudly wear all the time, and we created a very colorful full-color design for them and the shirts have become the talking point of the club. The found that their members no longer just expected a shirt for being a part of the club, now the members were willing to pay a little extra for the shirts and they infused additional money into their program that helped them put together an amazing charity run to help give back to their community.

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