Alice loves objections!
And she loves helping you turn those potential barriers into a successful close. In this section Alice will provide you with powerful answers to the specific objections you encounter. Note: Your questions may be used in future articles or books so please specify if you would rather we keep this discussion private.

Objections are Worth Their Weight in Gold, to the Salesperson in the Know

Salespeople generally don't know this, but there are two main reasons why prospects raise objections. First, objections work to get rid of incompetent salespeople, and second, they help separate good salespeople from the rest of the pack who do not know that objections are the juice of the sale.

Each time you receive, acknowledge, and deal with an objection during the prospecting call, your chances of getting the appointment, or deal, will increase by about 25 percent. If you were to ask for an appointment three times, you would have a 75 percent chance of getting an appointment. On the rare occasion, a prospect will become annoyed with your persistence. Do not let the reaction of 5% of your contacts influence the way you approach the other 95%.

Not backing down helps you demonstrate a belief in yourself and in your product. You are seen as a leader, a person who has, and respects, the burning desire to succeed.

Those who can manage their uncomfortable emotions well enough to ask again and again for a desired outcome demonstrate personal power.

Enter your client's objections in the form below and submit to Alice. She will email you back her response to these objections.


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