Sales Objections – Clean them up and close the deal

Sales objections are simply reasons or concerns that a prospective client has as to why they won’t make a decision when you want them to. You will hear statements such as:

• Sounds good, let me think about it.
• It sounds great but not just yet.
• We do this already.
• We don’t get any complaints.
• Our reps do that.
• I’m really busy at the moment and just haven’t had a chance to look at it.
• I need to speak to my partner before I can make a decision.
• I’ll have a look at it and get back to you in a couple of weeks.

There are many reasons for objections and they are not always negative. Objections are a great indicator and qualifier as to whether you will get the sale – depending on how you handle them at the time. Read the rest…

Contributed by Karen Andrews .   Karen Andrews is the Director of Shine Sales Solutions, a Sydney based Sales Coach and Sales expert, that works with businesses to increase sales and increase sales confidence through strategy development, sales management, sales coaching and mentoring. Since its inception in 2003 Shine Sales Solutions has been assisting businesses to manage and motivate their sales staff to achieve success and increase profits. P: 02 9437 6500, E: kandrews@shinesales.com.au Twitter: karenandrews.

Karen Andrews has written 9 article(s) for us.

Visit http://www.shinesales.com.au

Stop Listening to Disorganised People!

Isn’t it frustrating when you have everything planned out and then some disorganised person puts a spanner in the works?  What should have been a simple process to complete turns into chaos! Recently I was settling on an investment property. The day prior to settlement  everything seemed to be running along smoothly with all the paperwork in order. I had even double-checked with the people concerned to confirm we had everything ready. Read the rest…

PR – There’s a story in every business

Every business has a great story to tell. But who’s telling it and what they’re saying can make all the difference. Public Relations is all about effective communication. It helps establish and maintain mutual lines of communication, understanding, acceptance and co-operation between an organisation and its target audience. Read the rest…

Get the LinkedIn Advantage

Unlike Facebook and Twitter where you can mix personal with professional, LinkedIn is specifically for business and professionals. There are over 25 million registered users from virtually every industry and profession. LinkedIn is a nonintrusive way of staying in touch with business contacts. And even better, it’s an easy entry point for small businesses looking to get into social media because it doesn’t take much time and it’s pretty easy to use. Read the rest…

STOP Playing Around: It’s Time to Commit!

If Financial Ignorance = Bliss.  You’ll Be Blissfully Broke…  Imagine for a moment that you are playing an important game of tennis. It’s the club final and you are the favourite. There is a big crowd and, as the game progresses, everything seems to be going to plan. You’re playing well and you’re winning points. Victory can’t be far away. There is only one problem: there is no scoreboard and the umpire is keeping score to herself.  No one except her knows what’s really going on. Read the rest…

The Top 3 Mistakes Most People Make When Writing For The Web

Writing for the web is similar to writing for any other medium but it does have some unique protocols that must be followed. This article outlines the 3 big mistakes business owners make when writing website copy and how to avoid them. Read the rest…