From the course: Sales: Practical Techniques
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Preparation is the key to sales
From the course: Sales: Practical Techniques
Preparation is the key to sales
- Just a short point about objections. It's a good idea to prepare what the main objections are. You'll probably find that four to six objections will cover 99% of any objection you'll ever get. What are your commonest objections, you need to know those and you need to know how you're going to handle them. Now obviously you're going to peel the onion to find out what the real one is, but then the real one should be one of your sinks. You can use fill felt fan to handle it, but ideally, you'd have something really well worked out. You don't want to be improvising. You want to think yup, well that's objection number three. I've got my answer for that and here it is. Generally, sales people are not improvisors. Generally, good sales people have planned, they've got all their answers ready. And if you've got everything pre-planned, you can then focus completely on the customer. You can focus on the questioning, the listening, because you've got all your tools ready. Don't be a stereotype…
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