Telephone Sales Tips to Stop Those Early Sales Objections on Telesales and Sales Appointment Calls

Telephone sales tips can stop your sales appointment and telesales calls being stopped early by sales objections from the prospect. You can avoid those early illogical objections that prevent you from gaining the appointment or sale. The early call stoppers are usually, I'm not interested, not thinking of buying, or a, no thanks don't want anything. Don't you feel like asking the prospect what it is they are not interested in as they don't know why you are calling yet? If you could stop these objections from happening how many more appointments or sales would you make, and how much more money would you earn? Many of the objections and negative responses that stop your call will be caused by the prospect thinking they are receiving a sales call. They see a sales call as something that benefits the caller not them. They think that you want to make a sale or a sales appointment, and that is going to cost them something.  They perceive your call as a typical win for you and a loss to them. Whether it's their money or their time you are trying to gain it is still seen as a loss to them.

Telephone sales tips to stop these call stoppers, and inoculate your telesales calls against them, are based on disguising your real reason for calling and your title or position. The idea is to stop the prospect perceiving your call as a telesales or sales appointment call. So in the introduction stage of the call you do not introduce yourself as a sales representative, a sales appointment maker, or a sales assistant. You don't give your reason for calling as wanting to make a sales appointment or to tell the prospect about the products you are selling. This will stop the reflex and illogical sales call objections that stop your calls in their early stages.

To get the best from these telephone sales tips you want to find a really positive reason for your call. A great reason is one that is viewed as positive from the prospect's point of view. Where possible change your introduction stage of your call and give something to the prospect. This could be: a free sample to try, a trial of your service, a real way to save money or gain money, or some other real benefit for the prospect. Take some time and look for how you could give a reason for calling that will benefit the listener. You could include a survey in return for a free sample. This give you a chance to ask some sales questions that will help you qualify the prospect as someone that could you could sell to.

To add to the customer benefit image you want your telesales or sales appointment call to project, give yourself a new title. Use these telephone sales tips and choose a title or position for yourself that sounds like it could be a benefit for the prospect. You want to disguise the fact that you are a sales person or an appointment maker. Think about what you could be, or what you could tell the prospect you are, that would grab their attention and keep them listening. Product development manager sounds good if used with a free trial and a call back after they have used the product to get feedback, and then try and sell to them. Customer care sounds better than sales executive. Avoid marketing, sales, or appointment in your title. Give these ideas some consideration and see what you can come up with. Then the most important part of these telephone sales tips is to take some action and use them.

I'm Stephen Craine a working sales manager and trainer. There are very effective and ethical ways to disguise your sales and appointment calls and make them appear more beneficial to the prospect. You can see free sales training and ideas on how to put this sales and appointment call training into action at Telephone Sales Skills You can add these sales skills to the other training available on my website. There are free sales training courses and pages with sales tips and ideas on all aspects of the sales process. Star at the home page and have a click around the free sales workbook courses at http://www.Sales-Training-Sales-Tips.com.

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Sales Objections and How to Prevent Them When Making Sales Appointment Calls

Sales objections to appointments stop us from getting in front of a possible buyer and making a sale. If we can overcome or prevent these obstacles we will have more opportunities to close the sale and make more money. Try this sales training on overcoming sales appointment objections and fill your diary with sales opportunities.

Objections to sales appointments usually happen in two main areas of your call. The first is at the beginning of the call. This can happen if you don't grab the interest of the prospect or they see what they are doing when you phone as more important than listening to you. The second main place we get objections to sales appointments is later in the call when we try to gain agreement to a meeting with the prospect. Information can come to light between these two stages of the call, which can stop you making an appointment. This usually happens as you are asking questions to qualify the prospect as someone you can do business with. This is not always an objection, it is the discovery of information that indicates you cannot sell to this prospect, and in many cases it will be your decision not to meet with them.

Let's start this sales training on appointment setting by looking at how we can overcome objections that occur early in the appointment call. A great sales training tip on appointment objections is: It is easier to stop, or prevent objections than it is to overcome them. The early objections are often illogical and don't make sense. This happens because before you make a sales appointment call you look at the information you have about the prospect. You probably consider what you are going to say. Maybe even picture what products or services may be good for this prospect.  You go over the call in your mind and maybe you have made several sales appointment calls prior to this one. By the time you make the phone call you are tuned in to the situation.  You know what it is all about, you're reasons for making the call, and what you hope to achieve. Your prospect isn't. They are busy doing something else. Your call is landing on a mind that is not tuned into the situation, and it will take a few seconds for them to tune into your wavelength.

Your first words, your sales appointment call introduction, has to do several things. It has to clearly communicate information about your call so the prospect is brought into the conversation and the situation. You have to give the prospect a really good reason why they should listen to you, and you have to motivate them to move with you to the next stage of the appointment setting call. Think how you react to a sales call. Picture the scene. You're sat at home after a tiring day at work, and long drive from the office. You're relaxing, or doing something else that is just as important to you. The telephone rings and the caller ask to speak to you. The first line, especially from off shore call centers, is often, 'How are you today?  My first thought is, do they really care? This is a complete stranger that I've never spoken to before. Why would they care how I am? I would much rather they got to the point. In those first few seconds of the call I am making a decision on whether I should listen to the sales person, or go back to what I was doing. If I can't see a benefit to me within the first few seconds I am going to throw in an objection. This is when you get objections that don't make sense, such as; I'm not interested, even though they don't know what you are selling or why you are calling.

The sales training tip for overcoming these early objections is to follow a successful process for making sales appointment calls. One I have used with my sales teams uses an introduction that includes their name, and the company name. A brief line about the product we offer, including a potential benefit for the buyer. Then the most important line of the sales appointment call, the reason why they are calling. This line will prevent sales objections to appointments. If done well it will grab the buyer's attention and tune them into the situation. Try using this process to start your appointment setting calls and see the results you get, and notice how fewer early objections you get.

Now what about the rest of the appointment call? I'm Stephen Craine, a working sales manager and trainer. The professional sales appointment training above comes from the training and coaching I give to my working sales teams. We rely on these sales appointment techniques to achieve targets and keep our jobs. This is not classroom training that only works on role play calls. This is real sales training developed on live sales appointment calls with real customers. On my website I offer you a free sales training course on making sales appointments calls. It's completely free with no catches or obligations to buy anything. You don't need to register or leave your email address. I offer it free because when you see the effectiveness of the training you might consider buying one of the other courses available on the site. Click the link http://www.sales-training-sales-tips.com/free-sales-training.html and see more information on the free sales appointment course.

The sales training website is packed with free sales training, sales tips. To visit the site and click around the pages, open http://www.sales-training-sales-tips.com and get real sales training proven by working sales professionals.

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The Feel Felt Found Technique to Overcome Sales Objections and Make More Money From Sales

Feel Felt Found is a brilliant way to handle those fast little sales objections that come from the customer's feelings. Use it on the sales objections that start with, I think, or I feel. They often come as a first reaction to the product or some of its features. Feel Felt Found is a great way to overcome sales objections in retail or showroom sales. It is easy to learn, effective in many sales situations, and you can start using it today.

At first you may feel skeptical about such an easy way to approach sales objections. Many experienced sales people have felt the same way. Once they tried it they found it closed sales and earned them commission.

An additional benefit

If you're a sales manager you can try adapting this sales technique for coaching and influencing your sales team. There are a lot of similarities between selling and coaching. After all, you are trying to influence people's actions and behaviours.

You understand how they FEEL

Empathize with the customer. Tell them that you can understand how they feel as they raise their sales objection. When handling sale objections you want to work with your customer, not against them. Think of it as a sales martial art technique. You use their force and change the direction, not meet it head on with another force. The Feel Felt Found objection handling technique is a great way of doing that. You are letting them know that it is understandable that they have this objection to the sale. That it's normal, it's happened to other people, and they still bought the product.

Other people FELT the same way

Other customers, that went on to buy from me, felt the same way.

You are using social proof to show that this is also what others have said, and they went on to buy. Your customer wants to be like others, we all do. Do you enter an empty restaurant? If you see a crowd gathered at a market stall you go and take a look. If they find it interesting, so could you. Like it or not we still follow the crowd. Many sales markets rely upon this basic instinct.

With the Feel Felt Found technique you are emphasizing the message that, the feelings your customer has at the moment have been felt by others and it didn't not stop them buying. The reason it didn't stop others buying is because of what they Found.

Others have FOUND

I understand why you FEEL....

Others have FELT.....

What they FOUND was........

Tell the customer what other people found when they went on to buy from you. What they found that overcomes the sales objection. Spice it up and add some great sales benefits. When you tell the customer what others found you have the opportunity to sell your product. Tell them, others didn't just find the objection was no longer an issue. They found something great that surpassed their expectations and gave them something great.

Feel, Felt, Found, putting it into action

I understand why you might Feel the price is too high.

Other customers have Felt the same way.

When they saw the money they saved with it they realised it was a really good investment

I know how you feel. When I first saw it I felt the same. But when I tried it I found I looked at it in a different way.

It's understandable that you should feel that way. I felt the same when I thought about changing. Now I've found that it works much better than my old one.

Try it for yourself

I can understand how you might feel about trying a new way of handling sales objections. When I was first shown the Feel, Felt, Found, way of handling sales objections I felt the same. Now I've found in many situations it's a really effective way of overcoming sales objections.

Try it out and start using it today. You find after a while that it comes natural. What I like about it is how easy it fits into communication and normal conversation. I've used it twice within this article to sell the benefits of the Feel Felt Found technique. Did you spot where I used it?

This great sales objection technique works really well when combined with an effective sales objection handling process such as How to Handle Sales Objections

Stephen Craine is a working sales manager and trainer for a major UK company. He uses his experience of sales, motivation training, NLP, and personal development coaching to achieve results for himself through the achievements of others in a sales environment.

All the sales training presented here, and on the website, has been tested and proved by working sales people in real sales situations. There are no acronyms, buzz words, or complicated techniques to market training courses. The focus is on practical sales training that achieves results. For more free sales training and sales skills information visit the Sales Training website

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How to Overcome Sales Objections to Price

Why do some businesses, with top priced products and services, thrive in a market where competitive pricing is a major selling point?

Businesses, and individual sales people, can learn how to overcome sales objections to price, and sell at the highest prices in any marketplace. Take a look at the ideas and viewpoints that follow, and consider how they can be adapted for your marketplace and your customers.

A common reason that we get sales objections to a price is that the customer views the price we are asking as greater than the value of the product. The best way to deal with any sales objection is to pre-empt it and inoculate your sale against the objection before it occurs.

Advertising salespeople ask their customers how much each sale, that the advert generates, will be worth to them. Then they show how few sales the advert needs to generate to pay for itself before it starts making a profit for the customer. They turn the return on advertising into a measurable figure and compared it to the investment cost. This is how they overcome sales objections to price when selling very expensive, and unproven, advertising services.

Presenting the financial value of what the product will do for the buyer will work in many markets. You can build the value of any products that save time by converting the time saved to a monetary value. This works well for both business and domestic markets. The aim is to build the value of the product to a figure greater than the price in order to pre-empt many sales objections to price.

In direct sales to the public you can change the time saved by the product or service, into something more valuable that the customer could do with that time. Spend it with the children, do something they enjoy, or just relax. Good questioning of the buyer's lifestyle is a how many direct sales people overcome sales objections to price.

Don't shy away from the price, make it a key point of your sale, and be proud that you don't sell cheap products. You sell products that have value above the price you're charging.

There is a fantastic advert on UK television for a premium lager beer. Rather than try and sell it at a low price, to compete with the competition, they make the high price a benefit of the product. They use phrases like, 'Reassuringly expensive.' Think about how you could use the same strategy for your products. Is there a way that you could package them to add to their value, and also use the price as a selling point?

If you were selling cars to parents and family focused people, would they prefer a cheap car, or one that was reassuringly priced because you don't want your customers to drive unsafe cheap cars. Safety is another factor to present when overcoming sales objections to price.

A key factor to selling at a profitable price is making sure the buyer is aware of what they are comparing your product to when assessing its value. If they see yours as expensive, when compared to a competitor's product, make sure they can also see the additional benefits you're offering.

Show them they are not comparing like-for-like. In the UK there is a very price competitive market in living room furniture. Every company has special offers, and discount sales that never end. The furniture at the cut-price stores looks great, as any new furniture does.

I know from personal experience that the reason they can sell them so cheap is what's on the inside. This is where they cut the production cost. The customer making a purchase only sees the lavish exterior, and the beautiful materials. They smell the newness. That's what they are picturing in their home when they decide to buy it.

Imagine you are a small independent retailer in this market, that sells quality furniture. How would you overcome the objections to your prices when customers compare them to cheaper stores?

You could buy the cheapest three-piece-suite being sold by the local cut-price competition, take a chain-saw to it, and cut it in half. Then put it on open display in the entrance to your showroom. Next to it you could display one of your top quality, top priced, well-made suites, also cut in half. This would build the value of your furniture and give customers a reason to buy from you..

When faced with an objection to price don't immediately start looking for ways to offer it cheaper. A reduction in price may get you the sale, but it also eats into your profits. Look instead at ways to build the value of what you are offering to the customer.

Find ways to repackage your product so it is seen as different to your competitor's products. Changing the package can give an overall price that is difficult to compare to the competition.

Practice these sales skills, pick up more sales tips on overcoming sales objections to price. You will then be able to increase or maintain your prices, and stay out of price cutting wars in your marketplace.

For more information on sales training focused on Overcoming Sales Objections, go to http://www.sales-training-sales-tips.com/overcoming-sales-objections.html

Stephen Craine is a working sales manager and trainer for a major UK company. He uses his experience of sales, motivation training, NLP, and personal development coaching, to achieve results for himself through the achievements of others in a sales environment.

All the sales training presented here, and on the website, has been tested and proved by working sales people in real sales situations. There are no acronyms, buzz words, or complicated techniques to market training courses. The focus is on practical sales training that achieves results.

Stephen has recently teamed up with a successful clicnical hypnotherapist in Manchester uk to offer sales and career coaching to private clients and small businesses. Combining the power of hypnosis to make personal changes and overcome obstacles, with the practical experience of a professional sales coach, offers a unique training resource.

His aim is to help anyone looking to increase sales results, develop their career, or prepare for job interviews. The coachng program can also be tailored for small businesses to give them access to resources usually only avialable to large organisations.

For more free sales training and sales skills information, and to see what else might be of interest to you or your company, visit the website at http://www.sales-training-sales-tips.com

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Why Sales People Are Creating Their Own Objections

I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it.

The secret is how NOW to get objections in sales! Throw away your books on 'how to overcome objections in sales', you won't need them once you understand what I am about to reveal.

Here's the simple exercise you must answer truthfully in order to learn the secret...

Get a piece of paper if you want to make a huge difference to your sales, as you need to write down your answers. Go on! Get a piece now.

Okay, lets begin.

I want you to write down 5 answers to this question...

What do you believe to be true about SALES PEOPLE?

Okay, I hope you've written down your answer so you get the most benefit out this exercise.

Here's what I've found after 5 years of asking these questions... 80% of sales people believed in majority these answers about sales people...

They're pushy They tell lies They are only interested in taking your money They will tell you anything to get a sale They're too friendly They're not good listeners You can't trust them...

Now, what were your answers?? Did they resemble any of these? Did you have any on them on the list?

If you did, your answer was similar to 80% of sales people.

In regards to your beliefs about sales people, let me know ask you 2 more interesting questions...

Are you describing yourself with your answers? (Yes or no?) Are you a sales person? (Yes or no?) Ask yourself these 2 questions over again.

What I've learnt from my experience is that people don't usually describe themselves when thinking about their beliefs about sales people. And do you know why?

Because they have an identity problem with being a sales person! They don't honestly believe they are a sales person, even though they stand in front of customers, talk to them on the phone, or take their money every day. Question 2 is the reality check. If you truly thought of yourself as a sales person, why weren't you describing yourself?

What happens is, people don't want to become a person they don't like in order to sell and so they don't believe they are sales people, even though their role is talking to customers.

I guarantee you customers think anyone who can take their money, or listen to them talk at all on anything, should be trained in sales or customers service at least... don't you think this way when you're a customer?

What ever you believe to be true on any subject, you will have good cause to be right in thinking. That's the hardest part.

Are there pushy sales people who just want to take people's money, of course there are, but they are a minority, the vast majority of sales people don't even believe they are sales people!

So here's the lesson and the benefit to you in summary...

Until you believe you are a sales person you will never increase your sales, or selling skills, as you don't want to become a lowly thought of person. You won't truly learn anything effective about selling until you believe you are a sales person.

Now the news gets even worse! If 80% of sales people (which is the number I have found after 5 years of training people) think very poorly of sales people, what do you think the average person in the street thinks of sales people??

No, their beliefs are not the same... they're a lot worse!

The good news is, if you want to be a fantastic sales person there is a way. A unique way that when utilized and mastered can massively increase sales from 20% to 2,500% in weeks or months as I have proven with my own clients I teach sales to.

The key to your success is NOT to talk, gesture, act, move or dress like a typical 'sales person'. Do you know what happens then?

People actually compliment you on the fact that they were so relieved with talking to you because they were expecting you to BE a sales person... after they have given you their money!

So the way to NOT get objections that you have to try to overcome, is NOT to create them in the first place by being a sales person they don't like! If people like you or relate to you they will feel comfortable with you and tell you EVERYTHING you want to know. When you get really good at it you don't get a chance to recommend anything as they simply sell themselves before you get a chance.

Sales people give "opinions". In other words they make "statements". Stop making statements and educate people by asking them educational questions to raise their level of knowledge. Absence of knowledge creates fear. Knowledge removes the fear. Educate, don't opinionate! Don't create your own objections by being what customers think is a sales person.

The solution to the biggest sales objection they never put in the "how to overcome objections book", is how to deal with people that don't like you or relate to you because you're a sales person as they will never tell you that.

The magic secret is be everything a 'typical sales person' isn't... a great listener, understanding, patient... and your sales will go through the roof!

Tim Stokes - the Founder of Business Building Mentors is a master at teaching sales and specifically the art of how NOT to get objections. His gentle approach is based on his own proven principle, 'selling is 99% building rapport and 1% knowing how to sell. If you know how to build massive rapport you don't need to know how to sell. Anyone can love selling when they learn his formula.

Selling is just a small part of small business management. Find out how to manage your business so it gives you more time, more money and more freedom... go to http://www.7stepstobusiness.com.au

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Handling Sales Objections With a Simple 4 Step Process That's Making Money For Salespeople Everyday

Sales objections can be handled with a simple 4 step process that smoothly turns objections into sales for any product, any type of sale, and in any market place. No longer fear objections and become an expert on handling them. A major benefit many sales people have gained from using this process, is to start really enjoying selling because they have the confidence to overcome sales objections.

I'm a working sales manager and sales trainer for a major company. The process that my sales teams use for handling objections has to work in real situations, and achieve real sales results. My job, and my income, depend upon the results my teams achieve using this objection handling sales training.

The sales objection process

Define the objection

Gain agreement

Present the answer

Close the sale

Use these simple 4 steps as the basic framework for handling objections, and closing more sales, and add all your other sales skills and sales training to the process.

1. Define the objection

The first step is to define the real objections from the buyer's viewpoint. The sales objections they perceive may not be real. They could be based upon false evidence or beliefs. You have to be able to see the sales objections from their viewpoint, even if they are not real or are based on false evidence. Then you can handle the objections. The key is to understand what the buyer believes, and views or hears in their internal pictures and self talk. This is where the real objection lies, and where it has to be dealt with.

Imagine a customer that thinks your product is too expensive because they have seen what they believe to be a similar item at a cheaper price. The customer is comparing what they believe are the benefits of your product with the cheaper one. Maybe the product they are comparing it with is inferior. Although untrue, this information is real to the buyer and must be challenged to get past the sales objection.

With good questioning skills you should define the real objection as seen by the customer. You should also define the beliefs and evidence that the customer has used to form their objection. It is their beliefs and evidence that you have to challenge if you are to handle objections based in the buyer's mind. Many objections, concerns, and questions, exist only in the buyer's mind, but to the buyer they are very real and will stop the sale if not defined and dealt with.

2. Gain agreement to the definition

Many less experienced sales people would now go rushing in with a fantastic sales presentation to handle the objection. They then find that they haven't answered the objection as viewed by the customer, or another concern arises that could stop the sale. They have used their best sales presentation to answer the objection, and now there are more to answer.

There are two really important actions that many new sales people miss out. One is to gain agreement to the sales objections they have defined. The second is to ask if there is anything else that could stop the sale. Before giving a great sales presentation to handle the objection, you want to make sure you are answering the real objection, and that there are no more objections. If there are more, then go back to step one and define them until you have all the questions, concerns, and obstacles that could prevent you closing the sale.

3. Present the answer

You have defined the objection, and gained agreement to the definition, and to there being no more sale objections stopping the sale. Now you present your solution and answer the sales objections. If you have used effective questioning skills to define the objection the buyer has told you exactly what they need to see and hear to get past their objection.

As with the above stages, remember you are presenting to overcome sales objections that exist in the buyer's map of reality, not yours. Only present the benefits that will handle the objection, not a general presentation of all the features and benefits of the product. Answer the sales objections the buyer sees, and challenge any false evidence or beliefs they are based upon. Understand what they are thinking, and what they need to see and hear to change their beliefs and agree to a sale.

4. Close the sale

Now you can close the sale, or gain agreement to the next stage of the sale. There is no need for trick closes or clever manipulation techniques. You earlier gained agreement that you had defined their objections, and that there were no more preventing a sale. That is where the main closing of the sale took place. You have presented an answer to the objection that shows the buyer the benefits that will turn the objection into a sale.

Now all you need to do is ask two gentle questions to gain their agreement to the sale. The first question is to ask if the benefits you have presented have answered their concerns, their objection to the sale. If it hasn't go back to step one and re-define their concerns, and start the process again.

Once they have agreed that you have answered their objection, the second action is to use a simple direct question to close the deal. You can relate the question to what happens next. For example, you could ask, shall we complete the paperwork? Or, can we agree a delivery date? You have done all the major closing earlier when you gained agreement to there being nothing else stopping the sale. A gentle question to ask for the order is all that is now required to gain you the sale, and the commission payment.

Don't be fooled by the simplicity of this sales objection process. It is the easy to use sales training that gets results, and that sales people are able to use in real sales situations. This sales technique is proven everyday by the sales teams I manage and train.

To see how you could put this objection handling process into action today, open http://www.sales-training-sales-tips.com/sales-objections.html and then see if it's an objection handling technique you could use. Consider how easy it is to learn and put into action, and then decide if it will be of benefit to you in your sales, or sales manager, role.

Stephen Craine is a working sales manager and trainer for a major UK company. He uses his experience of sales, motivation training, NLP, and personal development coaching to achieve results for himself through the achievements of others in a sales environment.

All the sales training presented here, and on the website, has been tested and proved by working sales people in real sales situations. There are no acronyms, buzz words, or complicated techniques to market training courses. The focus is on practical sales training that achieves results. The aim is to help anyone looking to increase sales results, develop their career, and make more money.

For more free sales training or to contact Stephen Craine, visit the website at http://www.sales-training-sales-tips.com

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