Idea originated from Jay Abraham
Baseline Strategy combined with the question principle.
What is one new idea that I can add to my baseline today that would increase my results?
There are three things you can do to a baseline:
Add
Subtract
Improve
You have baselines in many areas of your life – health, spiritual, relationship, business, financial
One of the most powerful things you can add to a baseline is a system. The benefit of a system is it provides an ongoing benefit. Here are some examples of systems:
Telemarketing
Training
Referrals
Sales Presentation
Goal Setting
Time Management
Objection Handling
Recruiting
Initially the ideas people come up with for their baseline are vague ideas like:
I need to make more calls.
I need to get more referrals.
I need to improve my time management.
The more specific you are the more likely you are to manifest the results. Here are some examples of being more specific.
I will make 25 calls per day.
I will get 3 quality referrals per sales call.
I will plan my day on paper before the day starts every business day.
Exercise: Make a list of 5-10 ideas that you can add to your baseline.
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
Apply the 80/20 rule to your list of ideas.
999/1 rule
Bread and butter concept – real estate example
3. Final Message
I have been benefiting from the baseline strategy idea for over 7 years. It is the most powerful way I have discovered for identifying specific actions you can take to improve your sales and your life. Make a decision to become a baseline strategy master.
Monday, February 11, 2008
Monday, February 4, 2008
Objection Handling
Selling is a thinking man’s game.
Selling is a thinking woman’s game.
There are typically 7-12 common objections in any industry. That is great news. You can choose to improve your objection handling techniques and responses.
The first step is to identify the common objections in your industry.
I need to think about it.I don’t have any money.
I need to talk it over with someone.
Can you send me some information.
I don’t have the time.
I don’t have any money to invest.
Is this network marketing?
I already have an advistor.
I am not interested.
Hot potato metaphor
Objection handling is a form of negotiation
When you don’t respond to objections it communicates a message to your prospect.
We are always communicating.
What you say.
What you don’t say.
What you do.
What you don’t do.
There are many ways to address these objections. Here are several different techniques.
1. Story
2. Question
3. Solve the problem
4. Bring out the objection
5. Script
6. Before it comes up
7. Investigative selling
Story
One of the most powerful was to handle an objection is with a story. The reason why stories are so persuasive is they act as invisible selling. Stories also suspend time. Identify true stories that address the objection. One way to start off the story is by saying, “That reminds me of a story of a client who was in a similar situation. Let me share with you what they did.'
Question
You can answer an objection with a question. For example:
Objection: I don’t have any money to invest?
Response: Is that your only concern?
Response: Would you like to change that?
Objection: I don’t have the time.
Response: When will you have the time?
Response: On a scale of 1-10 how motivated are you to move forward?
Response: What do you mean by that?
Solve the Problem
One way to handle an objection is to solve the problem.
Isolate
Isolating the objection is one of my favorite techniques. I like it because it is very effective and easy to learn. Here is an example:
Objection: I don’t any money.
Response: I can appreciate that. Other than not having any money is there anything else that is preventing you from taking action today? (ask a closing question and be silent)
Objection: I don’t have the time.
Response: Other than the time is there anything else preventing you from moving forward today?
Bring Out the Objection
This is another very simple, yet very powerful technique. Bring out the objection is the opposite of isolate. Often times the true objection is a non-stated objection. Many times the prospect will not reveal the true objection. Each objection that they give you is a stall not an objection. When you use this technique it encourages the prospect to be honest with you.
Here is an example:
Objection: I don’t have any money.
Response: I understand. So what you are saying is that you don’t have any money. Is that correct (repeated yes technique, ask a question and be silent)? Let them respond. I am sure that you have some other concerns before moving forward. Do you mind sharing those other concerns with me? Let them respond.
Objection: I need to think about it.
Response: I understand. Other than thinking about it I am sure that you have some other concerns. Do you mind sharing those other concerns with me?
Script
You can develop scripted responses to each objection.
Before it Comes up
This is one of the most powerful objection handling techniques. You can reverse engineer your sales presentation to anticipate the objections that the prospect might bring up. You then can address the objections in the body of the sales presentation.
Exercise:Identify your most challenging objection.
Write down 3 responses to that objection.
Most Challenging Objection: ____________________________________________
Response 1:
Response 2:
Response 3:
Selling is a thinking woman’s game.
There are typically 7-12 common objections in any industry. That is great news. You can choose to improve your objection handling techniques and responses.
The first step is to identify the common objections in your industry.
I need to think about it.I don’t have any money.
I need to talk it over with someone.
Can you send me some information.
I don’t have the time.
I don’t have any money to invest.
Is this network marketing?
I already have an advistor.
I am not interested.
Hot potato metaphor
Objection handling is a form of negotiation
When you don’t respond to objections it communicates a message to your prospect.
We are always communicating.
What you say.
What you don’t say.
What you do.
What you don’t do.
There are many ways to address these objections. Here are several different techniques.
1. Story
2. Question
3. Solve the problem
4. Bring out the objection
5. Script
6. Before it comes up
7. Investigative selling
Story
One of the most powerful was to handle an objection is with a story. The reason why stories are so persuasive is they act as invisible selling. Stories also suspend time. Identify true stories that address the objection. One way to start off the story is by saying, “That reminds me of a story of a client who was in a similar situation. Let me share with you what they did.'
Question
You can answer an objection with a question. For example:
Objection: I don’t have any money to invest?
Response: Is that your only concern?
Response: Would you like to change that?
Objection: I don’t have the time.
Response: When will you have the time?
Response: On a scale of 1-10 how motivated are you to move forward?
Response: What do you mean by that?
Solve the Problem
One way to handle an objection is to solve the problem.
Isolate
Isolating the objection is one of my favorite techniques. I like it because it is very effective and easy to learn. Here is an example:
Objection: I don’t any money.
Response: I can appreciate that. Other than not having any money is there anything else that is preventing you from taking action today? (ask a closing question and be silent)
Objection: I don’t have the time.
Response: Other than the time is there anything else preventing you from moving forward today?
Bring Out the Objection
This is another very simple, yet very powerful technique. Bring out the objection is the opposite of isolate. Often times the true objection is a non-stated objection. Many times the prospect will not reveal the true objection. Each objection that they give you is a stall not an objection. When you use this technique it encourages the prospect to be honest with you.
Here is an example:
Objection: I don’t have any money.
Response: I understand. So what you are saying is that you don’t have any money. Is that correct (repeated yes technique, ask a question and be silent)? Let them respond. I am sure that you have some other concerns before moving forward. Do you mind sharing those other concerns with me? Let them respond.
Objection: I need to think about it.
Response: I understand. Other than thinking about it I am sure that you have some other concerns. Do you mind sharing those other concerns with me?
Script
You can develop scripted responses to each objection.
Before it Comes up
This is one of the most powerful objection handling techniques. You can reverse engineer your sales presentation to anticipate the objections that the prospect might bring up. You then can address the objections in the body of the sales presentation.
Exercise:Identify your most challenging objection.
Write down 3 responses to that objection.
Most Challenging Objection: ____________________________________________
Response 1:
Response 2:
Response 3:
Subscribe to:
Posts (Atom)
