Written Report
RESPONDING TO OBJECTIONS
Some questions answered in this chapter. . . * How should salespeople sell value and build relationships when responding to objections? * When do buyers object? * What objections can be expected? * Which methods are effective when responding to objections? * How do you deal with tough customers?
The goal of this chapter is to build relationship and sell value to buyers. So, what’s with building relationships? Whether you recognize it or not, all successful small and businesses–regardless of what they do or sell–have one thing in common: their owners know how to build and maintain relationships. The truth is that entrepreneurs too often get caught up in the details of the kinds of products or services they are selling to notice how critical it is to build relationships not just with your customers, but also with your vendors, employees and–gasp–even your competitors. "Without strong relationships, it is impossible to have success as a business owner," says Michael Denisoff, who is the founder and CEO of Denisoff Consulting Group in Redondo Beach, California. We need to build relationships to our buyers for us to be able to have long- term relationship with them and for doing so we are having an edge from the competitors.
Selling value is also one of our goals. What do we mean by selling value? As we sell in these tough economic times, sales people need to think about how they position themselves with accounts. It’s too easy – and often tempting – to focus on price. Many organizations will do just that, leaving sales representatives to believe that winning business under these economic conditions requires offering price concessions. While price has moved to a more prominent position in all sales, it still remains central primarily in transactional sales. In major sales, while customers may be more price conscious than in the past, value remains the cornerstone to successful selling. And, to grow the business in major
Some questions answered in this chapter. . . * How should salespeople sell value and build relationships when responding to objections? * When do buyers object? * What objections can be expected? * Which methods are effective when responding to objections? * How do you deal with tough customers?
The goal of this chapter is to build relationship and sell value to buyers. So, what’s with building relationships? Whether you recognize it or not, all successful small and businesses–regardless of what they do or sell–have one thing in common: their owners know how to build and maintain relationships. The truth is that entrepreneurs too often get caught up in the details of the kinds of products or services they are selling to notice how critical it is to build relationships not just with your customers, but also with your vendors, employees and–gasp–even your competitors. "Without strong relationships, it is impossible to have success as a business owner," says Michael Denisoff, who is the founder and CEO of Denisoff Consulting Group in Redondo Beach, California. We need to build relationships to our buyers for us to be able to have long- term relationship with them and for doing so we are having an edge from the competitors.
Selling value is also one of our goals. What do we mean by selling value? As we sell in these tough economic times, sales people need to think about how they position themselves with accounts. It’s too easy – and often tempting – to focus on price. Many organizations will do just that, leaving sales representatives to believe that winning business under these economic conditions requires offering price concessions. While price has moved to a more prominent position in all sales, it still remains central primarily in transactional sales. In major sales, while customers may be more price conscious than in the past, value remains the cornerstone to successful selling. And, to grow the business in major