Overcoming Common Sales Objections

Entrepreneurs know: The sales cycle never stops. And, so it makes sense that entrepreneurs always have to be prepared to face sales objections. Many BusinessCast loyal listeners have asked Robert and me to offer more advice/content on overcoming common sales objections. So that’s exactly what we’ve done.

In BusinessCast podcast episode #113, Robert and I sit down with award-winning sales guru Warren Coughlin. Together, we run through the most common sales scenarios and how you can address them.

So that you can comfortably address sales objections, we’ve also developed some additional guidelines and point to resources that will help you successfully overcome objections prior to, during and after any sales conversation.

Guidelines

1) Keep in-mind there is no “silver bullet” response to any real customer/prospect objection. Addressing real customer objections takes time, patience and commitment to understanding their priorities.

2) Anticipate objections. That means, prepare for ALL of the major objections and the subtle nuances that come with them. Role play with colleagues, friends and relatives. Don’t try to develop an ‘out of the box’ script. Rather, rehearse tackling each objection from several different angles.

3) The more you learn about the prospect/customer before your sales discussion, the more success you are likely to have dealing with objections. This also shows respect for your customer/prospect and helps to demonstrate that you care about helping them succeed.

4) Recognize that regardless of how well you probe, there are simply some objections that you cannot overcome during a particular conversation. That’s okay. Not everyone is going to be a customer in the short-term.

5) How you deal with sales objections sends a very strong message to your customer/prospect. As a result, always be respectful, enthusiastic, courteous, professional and honest.

6) Don’t take any sales objection personally. Objections are not a reflection of you or your product/service.

7) Apply what you learn through the discussion about the objections in subsequent discussions. So, make sure that you always leave the door open to carry on the discussion at an other time. That means promise some kind of follow-up deliverable and meet that deadline.

Resources

Turning Sales Objections Into Opportunities – some good tips and depth of understanding.

Top 10 Lies Customers Tell Sales Reps and Top 5 Dirty Tricks Customers Play on Sales Reps. There are some good tips here. But don’t let the article titles cause you to think of a would-be client as a liar or adversary. If you do, your relationship will be built on mistrust. As soon as that happens, you’ll hate working with them and they’ll feel the same about you.

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Greening Your Business…For Business

Greenyour business?  Why should you? After all, you’re busy dealing with day-to-day business challenges in the middle of a soft economy. Do you really have time to be thinking “green“? What’s the payback? Will it really matter to your top line or to your bottom line?

Well, “greening” your business means a host of different things to different people. So, in BusinessCast Podcast episode #112 – Greening Your Business — we sat down to get a perspective on greening from an entrepreneur who has a strong track record of successfully implementing green practices. Rob Grand, the President of Grass Roots Store has a relevant perspective for all entrepreneurs. For the better part of 15 years, Rob has worked through the various ways that businesses can become more green. In so doing, he’s weeded through the hype and chosen strategies that have seen his business grow its customer base, its revenues, its brand and achieve operational efficiencies.

If you’ve ever wondered about the value of greening your business, listen to BusinessCast Podcast episode #112.

Here are some additional resources to help you to determine if, when and how you should green your business:

  • A carbon footprint calculator that allows you to play out various scenarios regarding the impact of items such as servers, travel, facilities, etc.

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Business by Association

If you’re like most successful entrepreneurs, you’ve found great value in belonging to professional associations. But, what about getting involved in the leadership of an association? What’s involved? What are the benefits? Is it right for you? Is it right for you now?

To answer these questions, in BusinessCast Podcast #111 — Business by Association, Robert and I gather practical insights about this topic from the President of one of Canada’s most prestigious and dynamic associations — the Canadian Association of Women Executives and Entrepreneurs (www.CAWEE.net). As a successful entrepreneur herself, Beth Parker speaks candidly about the realities of leading this forward-looking association.

After listening to Business by Association, you’ll know if/when it makes sense to pursue a role in leading an association — for you and your business. Finally, here are some resources that you can tap into about association leadership/management:

Resource Centre for the American Society of Association Executives/and The Center of Association Management; and

List of Publications by the Canadian Society of Association Executives.

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Business Succession — Making the Most of the Opportunity

All entrepreneurs, at one time or another, must contend with business succession. For example:

  • Are you buying a business from someone?
  • Are you planning to sell your own business?
  • Are you taking a back seat/different role in the business you’ve built?
  • Have you taken over the helm of a business for an aging/exiting family member?

Regardless of the circumstances, you’re going to face succession issues and challenges. And the way, you deal with these issues will have a tremendous impact on you, your friends, your family and your business.

That’s why in BusinessCast Podast #110 Robert and I sat down with succession-management guru John Geddes who recently authored one of Canada’s business top sellers Succession and the Family Business: A Road Full of Potholes or Paved With Gold“. The old school of thought for succession had been “get the legal and accounting issues dealt with and everything would be fine.” But, John’s worked with enough entrepreneurs to know that the interpersonal challenges unique to family businesses must be dealt with properly to ensure a successful and smooth succession. And, that rule applies whether you’re an entrepreneur taking over a family business or an entrepreneur making plans to leave a family business to take on other opportunities.

But, John’s wisdom is universal. His insights about the emotional dynamics that play out in family businesses during succession can help any entrepreneur who serves or sells to family businesses going through difficult transitions.

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