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Are you keeping potential customers engaged?

Earlier this month we talked about the importance of pre-qualifying your sales calls. It’s also important to remember that clients typically need 8-12 “touches” before they’ll make a decision. Phone calls, emails, online or face to face meetings are all things that count as a “touch”.

A few years ago Kevin Kehoe wrote an article in which he stressed the importance of being persistent and creative to keep potential customers engaged with each touch point until a decision is made. 

For example, he says, “sending an email asking, ‘Have you made a decision?’ isn’t creative nor does it advance the decision. It’s much better to send an email that states, ‘I’ve thought about our conversations. Let me suggest a way to solve your problem…manage your price concerns…handle your primary concern for communication…Here’s how we do this …’ This is advancement.”

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How To Handle Sales Objections

How do you handle objections when speaking with potential clients? 

Do they derail you because it feels like rejection? OR do you see an objection as a question - one the client is looking to have answered before they accept the terms and finalize the sale.

In a recent article written by Bruce Wilson, he shares that “objections are simply a sign that a prospect needs more information to make a decision.” It’s a small shift in perspective that can dramatically change your outcomes.

Here are Bruce’s 10 tips on dealing with sales objections:

  1. Listen up and validate
  2. Rehearse your response
  3. Be prepared
  4. Isolate the objection
  5. Postpone objections
  6. Ask questions
  7. Talk about money
  8. Focus on them
  9. Avoid better, faster, cheaper
  10. Convert the objection

If you’d like to dig into these a little more click HERE to read the full article and remember: an objection is not a rejection, but your response to the objection might make it one.

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