It’s that wonderful time of the year again! Unfortunately, for many professional sales people, this otherwise joyous and happy time spells a predictable period of slowed sales and reduced income caused by an age-old seasonal objection.

“It all looks very good, but I think I will wait until after Christmas…”
“We are going to hold off until the beginning of the New Year…”

Below are three powerful tips to help you deal with this yearly Christmas break objection.

#1. Up The Urgency
While you always need to infuse a strong sense of urgency in your sales interaction and during the entire sales process, during this time of year, it is imperative that you overwhelm the prospect with the need to act today.

If you have done a proper sales interaction, you should have uncovered some real problems and pain the prospect is having, and exposed the need. You should be able to show the prospect that they are losing or suffering in some way.

Relate the Problem to the Christmas Break
Now take the problems that you have unearthed and relate them directly to the Christmas Break, and illustrate how those problems intensify, grow and become worse during the holiday.

As an example, consider a situation where the prospect is losing customers and your product or service helps solve the problem. If the prospect’s potential customers increase during the holiday, then they lose even more customers during that time.

Relate the problems that you solve to the negative effects of Christmas. Explain that this time of year is not the time to wait, but the most important time to act.

#2. Use the Holiday Yourself as a Positive
Use the Christmas Break objection as a positive reason to act now, before the prospect can use it as a reason to stall. Start out talking about how this time of year is exactly why you are there now.

“Susan, since your store traffic increases so much during this time of year, the savings that our X22 System provides increases dramatically as well. That is why I wanted to get together with you before the start of the New Year.”

“Steve, you get the most value from our service during Christmas, since so many of your employees are out of the office. In fact, the system could actually pay for itself between now and the start of the New Year.”

#3. Expose the Real Objection
Like most economy objections, the Christmas Break objection is usually something else in disguise. Figure out the real objection and deal with it. Here is an example:

Prospect: “Like I said, I love the idea, but I need to wait until after Christmas before I do anything. “

Sales Person: “Sara, can you help me understand exactly what will be different in mid January? I mean, what will change between now and then?”

Prospect: “Ah, well…I’ll have a new budget first of all. I don’t really have the funds right now.”

Sales Person: “Ooh! So, then what you are saying is that it is not actually Christmas, but rather that right now you don’t feel you can afford it. Is that right?”

Prospect: “Yeah.”

Now deal with the affordability objection. Another example:

Sales Person: “Ethan, what is it that will be different between now and after Christmas?”

Prospect: “Ah, well, I don’t’ know. I just rather wait until then.”

Sales Person: “So, it is not that anything will change, it is just that you have not made up your mind?”

Prospect: “Ah, yes. I’m so busy during this time; I just need some time to go over all of the options.”

Sales Person: “Oh, ok. Then it is not so much about Christmas or even the New Year. It is really that you just feel you need time to think about it. Is that right?”

Prospect: “Yes. And next month I’ll have more time to sit down and think about everything…”

Now deal with the “I want to think about it,” objection.

Push the urgency.
Use Christmas as your objective, rather than the prospect’s objection.
Expose the truth.

Happy Selling!

Sean

Sean McPheat
Bestselling Author, Sales Authority & Speaker On Modern Day Selling Methods 

MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

It is true, that you never get a second chance to make a first impression.  As a sales professional, it is imperative that the first impression the prospect gets of you be a good one, and it starts with your appearance.  However, here are 10 subtle, seemingly small items concerning your appearance that many sales people overlook.   Keep these things in mind as they are easy to forget and take for granted.

1. Bad Breath:  Ok, so you are convinced that you do not have a case of genuine halitosis.   However, it does not take much for your breath to assume a foul odour for a short period of time, especially after you eat.  Just keep some breath fresheners with you at all times and be sure. 

2. Food in Teeth: Before the end of that lunch with that important prospect; go check your teeth.  It is extremely difficult to pay attention to or take someone seriously, who has a small piece of broccoli stuck in their teeth. 

3. Dirty, Chewed Fingernails:  While a few women falter here, this seems to be an area for which most men pay no attention.  Clip and clean your fingernails.  You should actually maintain a decent manicure, and that goes for gentlemen as well.  It is more important than you may think!

4. Dirty, Unpolished Shoes:  Another area many believe is unnoticeable is your feet.   Scuff marks, dust, grass and other things your shoes pick up, detract from your professional appearance.   Pay attention to your footwear. 

5. Brief, Attaché or Laptop Case:  Make sure your carry case that is in good shape, both inside and out.  Don’t open a great looking case only to reveal a completely disorganised mess of scattered papers, old sticky notes, business cards and chewing gum wrappers all over the place. 

6. Products and Sales Presentation Material:  You should completely clean, refresh and replenish everything you use in your sales interaction everyday.   Get rid of the writing tablet that has tattered edges and only 20% of the pages left in it.

6. Ink Pen:  Breakdown, give in and finally invest in a decent writing instrument.  A little plastic 10-for-£1 pen is not the best thing to use when asking someone to sign a £10,000 contract. 

7. Noise, Ear Hair:  Please trim.  Enough said.

8. Coffee, Beverage Stains: Drops of coffee seem to have the uncanny ability to target the most visible spots on your tie, suit or dress.  Many saucers and even coasters do not absorb enough liquid to prevent dripping.  Use a napkin under your cup and spoon.

10. Belts, Accessories:  A worn, fraying old belt will completely ruin your outfit.   Everything on your person is important.  Pay attention and be sure to notice the condition of all accessories.    

Someone might be thinking, “Come on Sean; these are trivial things.”   To that I say, maybe it’s time that you start to sweat the small stuff!  

Happy Selling

Sean

Sean McPheat
Bestselling Author, Sales Authority & Speaker On Modern Day Selling Methods 

MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

It is imperative in today’s marketplace and dealing with the modern-day buyer, to understand the true nature of your job as a professional sales person.  Your job is to help; to be of assistance, to serve.

However, too many sales people still see the selling situation as a competition between buyer and seller.  It is the outdated “Pitch” mentality. Many sales people approach the sale as a battle, a fight in where someone must win and someone must lose.

To be successful today, you have to adapt to the mindset that there is no competition between you and the buyer. There is no win or lose. You and the prospect are on the same side. Keep the following philosophical concepts in mind when selling, in particularly when asking for the order.

It is not a fight; you are on the same side.
You and the prospect want the same thing: for the prospect to make the best decision. When the prospect objects, it is not a problem just for you. It is an issue for you both.  Approach the objection with the understanding that you need to help the prospect deal with the issue so that you can both get what you both want.  Be careful not to think that you want different outcomes. When you do so, you create an adversarial attitude in your mind that becomes evident to the prospect.

There is only Win-Win or Lose-Lose
There is no win-lose in selling.  Either you both win or you both lose.  When you view the close as a win-lose scenario, it affects how you think.  If you believe that only you lose and the prospect wins if the prospect does not buy, then you can only think in terms of yourself.

As you are closing and persisting, in the back of your mind is self-preservation. You begin to think of your commission and pride and not the loss to the prospect.  This feeling comes through loud and clear and the prospect “feels” that you are pressuring them for your own good and not for their benefit.

Persist with empathy
However, when you believe that if the prospect does not buy, they will suffer even worse than you; then your persisting takes on a different tone.   When the prospect feels that you are persisting because you genuinely believe that it is in their best interest; they understand and appreciate your persistence.

The sales process is not like a fight.  It is more like a dance, where you must gracefully lead your partner across the floor.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

Here is a very interesting question I received the other day from a new sales person.  It is a common problem that sales people who are new to the selling profession or are just starting with a new company; often run into.   

“I have just started with a new company and prospects seem to know that I am new right away.  Since I have little experience in this industry, I have trouble gaining the buyer’s trust.  They ask for history and for client references that I do not yet have.  How can I develop a successful performance record and client list if I need to show a successful performance record and client list to develop one?”

Here is my take on this…

• Do not try to hide the fact you are new; be excited about it
• Become a customer, build the value of the product and company
• Be happy to qualify as a sales rep for the company
• Leverage the success of your colleagues

Do not try to hide the fact you are new; be excited about it
First, do not ever try to avoid or conceal that you are new.  In fact, be proud and excited about it.  Let the prospect know that you are thrilled and honoured to be working with such a company, representing such a great product.

“Mr Prospect, I am so excited and even grateful to be working for XYZ Widgets.  As a new member of their sales team, I can see how they treat their customers and employees.”

Become a customer; build the value of the product and company
Enthusiastically explain to the prospect why you chose this company and product or service. Selling is essentially a transference of felling; meaning that if you can help the prospect to feel the same way you feel about the product, they would buy it like you did.  If you joined the company purely for reasons of money, then you made a mistake.  Only sell what you truly believe in.  Let the prospect know why you are so excited to sell this product and work for such a quality company and build up the company.  Explain why you chose to work for the firm.

“Looking for the right company to work for, Mr Prospect; I did my research.  I can only work for a company that I know provides quality service to their customers.  I mean, if I am to represent them, I HAVE to be sure, and with XYZ, I am more than sure.”

Be happy to qualify as a sales rep for company
As you build the creditability of the company, also add how they have strict hiring guidelines and only hire quality people.  Explain this organisation only hires the best people for long-term, career positions and you are proud that you passed the test.  

“Also, Sharon, XYZ is strict and careful about whom they hire.  The average sales person with us has been there over ten years!  They only hire quality people and I am glad my history passed the test.”

Leverage the success of your colleagues
Finally, leverage the success, reputation, history and client lists of your associates.  If you need help doing this, get with your sales management.  You should easily be able to reference other people in your company and point to their clients and history.

“Mr Prospect, my supervisor, Steve, has been with us for 32 years and he has over 100 satisfied customers in this area.  When you buy from me you get my whole company.”   

Don’t run from newness convert it into freshness.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

While there are many different buyer types that you have to deal with everyday, in today’s age of instant information, there is one type that has become quite formidable.  That is the Know-it-all.

You know this prospect; the one that believes he or she knows more about what you do and sell than you, your management team, your sales and marketing teams, and everyone else on the planet.  You have met this prospect; the one who argues every point, interrupts your sales presentation, tells you what are the benefits and drawbacks and knows better than you know about what the pricing should be. 

This prospective buyer in the past was not more than an inquisitive person who possessed some rudimentary knowledge of your industry, and worked primarily on conjecture.  Today however, with the internet, the modern buyer has instant access to industry information like never before.   Add to this the fact that much of that information could be misleading, incorrect or completely false, and you could have a real problem dealing with this person.  Well, here are three powerful ways to handle this buyer type successfully.

The Techniques
As always, what follows are not scripts.  I will give you examples of the idea, the concept.  The three techniques are:

• Easy
• Ally
• Referral

Easy
First, let this prospect know that it is the educated buyer, like he or she, that are not only your best customers, but provide the easiest sale.  Make it clear to the prospect that the more a buyer knows and understands about your product or service, the easier it is for you to make the sale.   

Here is an example:

“Wow!  Mr Prospect.  I am so glad to meet you.  Our best customer is an educated and informed buyer.  Whenever I meet someone who knows as much about this as you do, it makes my job so much easier…”

For the prospect who constantly interrupts your sales presentation, you might also add that due to their knowledge, you will breeze through your presentation.  Of course, that could be your regular presentation, with a few added phrases like, “As you already know…” and “You are probably already aware…”

The main point is to inform the prospect that people who know it all, always buy. This will put the prospect in a situation to either continue to express that they know it all, and in a sense, agree to buy; or to begin to act a little less informed, in which case you gain control again.

Ally
Inform the prospect that due to his or her vast knowledge of what you do, that you would like them to be your ally, your partner.  With this, you want to begin to assume more than the sale; assume the future and longevity of the relationship.  Here’s an example:

“Susan, I really look forward to working with you over the long term.  You know so much about this, and you know more about your business than I do.  I think we can really work together for years to come…”

Once again, if the prospect continues their behaviour, they confirm your assessment of the future.

Referral
Similar to the ally technique, here you want to assume the sale and the relationship as well using the prospect as a referral. 

“Steve, with your knowledge of my industry, plus of your own business expertise, you can really help me.  If most of the people I talk to knew as much as you, I would never have a problem.    I’d like to discuss having some of my potential customers call you.  With your knowledge, you would help me make a lot more sales…and I will work out some discount for you in return.”

First, let the know-it-all know that people like him or her are the exact people who always buy.

Second, help the prospect understand that they will be your best ally over a long-term relationship.

And finally, inform the prospect that they will be your best referral source and you will give them something in return.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

You can find a ton of material on terms, phrases and magic words to use while attempting to close a sale.  Some closing statements and remarks may be very helpful and some may make no difference.  However, one question is extremely damaging and will often kill the sale.

“What do you think?”
While this question may seem harmless and necessary, it is the opposite.  The problem is that this question directs the prospect’s mind toward the more “logical” spectrum of the decision making process. 

While there will always be a debate on the amount of logic vs. the amount of emotion you should use in a sales interaction, there is no question you need to use some of both.  However, the emotional part secures a positive buying decision.  People make decisions based mostly on emotion—then use logic to justify the decision.

During the close, you want the prospect to be “feeling” the emotions:

1. The problems they suffer without the product or service
2. The pain they can alleviate
3. The money they will enjoy as a benefit of your solution 
4. The peace of mind your service provides
5. Etc. 

During the close, you do not want the prospect to be “thinking” the logic:

1. Is this the right time?
2. What will my spouse say?
3. What will my boss think?
4. Is this the best price?

Avoid the “What do you think?” question.  Instead try, “How do you feel?”

The prospect needs the emotion to make a positive buying decision.  The customer then needs the logic to back up and justify that decision.  When you use too much logic in a sales interaction and not enough emotion, you get prospects that love everything about you and your product or service, yet end up buying from someone else.  During the sales close, you want the prospect to focus more on the emotion.

Alternatively, when you use too much emotion and not enough logic in a sales interaction, you get buyers who make quick decisions and then cancel the sale.

In addition to having a mixture of emotion and logic in your sales interaction, you also need to apply each at the right time.  While the prospect is making the decision to buy or not to buy, you want mostly emotion.  Immediately after the positive decision, then inundate the prospect with the logic they need to keep the sale sold.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

You had a great sales interaction:  Both you and the prospect were calm and comfortable.  You developed some rapport and the prospect showed some positive buying signals during the meeting.  However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision.

Below are three powerful closing questions that will ease the tension and help you maintain the flow of your sales interaction as you begin to ask for the order.

#1 – “Does that make sense?”    
This question is simple and helps the prospect understand that what you have just proposed is, at worst, reasonable.  You are not asking, “Do we have a deal?”  You are simply asking the buyer if what you have presented thus far makes sense.  Example:

“So, Susan, we are talking about three cases of our classic style blades and we will pick up the shipping cost, and as I mentioned, I am including a full year of maintenance at no charge.  So, this gives you an entire year of worry free operation for only £2,675.  Does that make sense?”

From there, simply assume the sale or address whatever issue the prospect feels does not make sense.

#2 – “Is that fair enough?”
This second question is perfect for the customer who loves to negotiate.  You know some prospects are going to insist on a lower price or higher value no matter what you first propose.  This question considers this without challenging the prospect.

“So, this gives you an entire year of worry free operation for only £2,675.  Is that fair enough, Susan?”

 #3 – “More in the future…OK?”
With this question, you want to point to the future of your business with the customer.  The proposal on the table is but a stepping-stone to a broad and long-term mutually beneficial relationship. 

“So, this gives you an entire year of worry free operation for only £2,675.  This will get us started Susan, and take care of your immediate needs.  Then, after a few months we can begin to look at a plan to outfit your whole plant—OK?”

The bridge from “hello” to “thank you for your business,” should be smooth.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

Sales people usually look in only a few areas when it comes to finding ways to increase sales.  Sales professionals look to increase the total amount of prospects they see by making more calls, sending more emails and increasing their overall prospecting activity.  Or, the sales person and management team look to increase closing averages by learning more techniques, overcoming a few more objections or being a bit more persistent. 

Understand the Sales Process

However, the easiest way to increase your sales instantly is to concentrate on raising your efficiency in smaller, seemly less important areas of your sales process.

First, you must clearly understand your sales process and your S.O.S. – Science of Selling.  You have to know all of your numbers as facts.  In other words, you must know your exact closing average, but also your appointment setting average.  Exactly how many calls do you make every day and exactly what percentage become appointments?  

You must know the exact percentage of people that answer the telephone when you cold call and precisely what percentage of decision makers (DMs) you reach.  You have to understand your sales process and S.O.S and you must base these numbers on factually data.  Once you have these numbers you can change everything!

Focus on Other Sales Activities

Let us imagine a sales person’s numbers look like this:

20 – Cold Calls

15 – Answers

8  – DMs Reached

4  – Appointments Set

2  – Sales Closed

The Usual Suspects

Again, the usual attack is to try to increase the closing percentage to more than 50% or simply make more than 20 cold calls.  However, let us look at the number of DMs reached compared to the number of calls answered.   Could we increase the amount of DMs reached, which is barley over 50%?  Is the sales person just having bad luck on reaching DMs, or is it more likely the result of sophisticated gatekeeper screens?  If the sales person could increase the percentage in this area, sales will increase even though all the other percentages remain the same.  As an example:

20 – Cold Calls

15 – Answers

12  - DMs reached = Sales person gets past more screens and increased this percentage

6  – Appointments Set = Number of sets has increased, yet the percentage remained the same

3  – Sales Closed = Closed sales have increased, yet closing average remains the same.

You are not going to double your closing average overnight.  However, can you increase the percentage of returned calls you receive or the amount of retuned emails?  Can you raise the percentage of people who opt-in for your literature?

Keep good records and be a true professional.  Increase proficiency and efficiency in every area of your sales process and you will increase your income.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

It’s been a long time coming but my new book “eselling” is being launched in July!

It’s a completely new way to sell using the internet as your main vehicle.

I’ve put together a 60 minute online training session which explains some of the nuts and bolts of eselling.

Please click here http://www.e-selling.com to gain immediate access to the training session right now.

Thanks again

Sean

PS On that link you can also be notified of when the book is out because I will be offering a lot of freebies on the launch date! Here’s the link again http://www.e-selling.com

I’m delighted to introduce a guest blogger for today, my friend and colleague, Mark Hunter. Mark is known as “The Sales Hunter”, and offers some good advice on how to start your working week on the run. Enjoy!

Want to begin your week with good momentum and sales motivation? Here are 5 ways to do it:

1. Contact your best customers Monday morning.

Yes, prospecting Monday morning can be difficult due to people being in meetings. However, just because Monday morning may pose some prospecting challenges doesn’t mean you shouldn’t be on the phone. Monday is a great time to contact your best customers to make sure things are going well with them.

Contacting current customers will motivate you, because they’ll share with you what they like about you and what you sell. They will give you ideas you can then use with other customers. The customers you call will appreciate you reaching out – you benefit and they benefit. Starting Monday morning with this approach can set such a positive tone for your week.

2. Be prepared for Monday before Monday starts.

Far too many salespeople wait until Monday morning to figure out what they want to do. By the time they figure out what they want to do, the day is half gone. Worse than waiting until Monday morning to set a game plan is not having the weekend to mentally prepare yourself for not just a great Monday, but a great week.

Use late Friday afternoon to organize for Monday. This includes taking time to think through the successes you had in the week that is wrapping up. By reflecting back on your successes, you’ll be in a much better frame of mind to set your goals for the coming week.

After you’ve set your goals, you can then begin to organize your customer contact list and how you want to approach each contact. By taking the time to do this Friday afternoon (or Saturday if need be), you’ll have time to think through what you want to accomplish. Plus, you will feel relaxed and in a much better frame of mind to visualize success.

This is similar to the approach excellent athletes take before a major game or match. They prepare their strategy and then spend time reflecting on it and visualizing success.

3. Make your “selling time” truly “selling time.”

Be deliberate with your calendar or journal as to what times of the day you will be selling. Don’t deviate from it. If you start to deviate on Monday from your schedule, you’ll be more likely to deviate again Tuesday and throughout the week. The best performers in anything are those who are most disciplined in how they use their time.

4. Don’t make excuses on Monday as to why you can’t make sales calls.

Salespeople can be famous for making excuses as to why something doesn’t get done. Don’t establish this pattern. Don’t start each week with “reasons” you can delay making sales calls. Be honest with yourself and don’t justify in your mind that “preparing to make a sales call” is the same thing as “making the call.” If left unchecked, “preparing” is an excuse that quickly will overtake everything else.

It’s not that preparation isn’t essential. It’s just that you should be doing it at the end of the day or another non-selling time. Block out an hour at the end of the day for organizing, so that you can focus your energy during the day to actually sell.

5. Avoid the “weekend re-cappers” when you come to the office on Monday.

Monday mornings are hard for a lot of people. You know the type I’m describing. They’re the ones who always want to share one more story about their weekend or complain about how hard of a week they’re going to have. Avoid these people at all costs!

The only thing they will do is drag you down, and the last thing you need at the start of your week is someone dragging you down. The way to avoid this is by finding two people who share your desire to make Mondays great. Connect with these two people with the objective to share your goals for the week and for them to share theirs. Challenge each other toward excellence.

Start incorporating these 5 steps into your weekly routine and the results will astound you. Be the type of person who is always looking forward, scanning the horizon for ways you can improve your individual skills, strengthen your sales motivation and maximize your bottom line.

Mark Hunter, “The Sales Hunter,” helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. He is known for his ability to motivate organizations through his high-energy presentations. To find out more and to read his blog, visit http://www.TheSalesHunter.com.

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…