Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? (And, by the way, that you’re going to get all year long.)
I guarantee you that if you just take the time to follow the step by step advice you’ll read below, you will – within 30 days – be a more confident, competition, and successful sales professional.
Step Number one: Take time to carefully script out word-for-word rebuttals to the common objections you get repeatedly. Remember, the best thing about sales is that you get the same objections, stalls and put offs over and over again. You already know what’s coming – that’s a huge advantage!
True pros recognize this and take the time to script out best practice responses to them, so when they get them, they can confidently and effectively handle them.
Other sales reps still choose to adlib their responses which means they are making up one poor response after another. This is why they are discouraged and not as successful as they could be.
So take some time right now and script out your best practice responses so you’ll never have to scramble for what to say again!
Step number two: Memorize your best practice responses. Don Shula – the famous Miami Dolphin coach – once said that his players practiced, drilled and rehearsed their plays and techniques over and over again so they could internalize them and act automatically when they needed to.
He said that football moves so fast that: “If you get into a situation and have to think about what to do next, it’s already too late.”
Same thing in sales. By internalizing your best practice responses to objections, you’ll be able to handle them automatically, without thinking or stressing.
Step number three: To effectively memorize your rebuttals, you’ll need to put in some time. The most effective way to memorize and internalize them is to record them into a recording device (and you’re already carrying one of these around in your pocket – all smart phones have one), and then listen to them 30 to 50 times.
This is the same thing you did with your favorite song, and it works for rebuttals to objections as well. In fact, you’ll even remember the exact inflection and pacing as well, so record several until you find the one you like!
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Step number four: Record yourself and listen to how you sound when delivering your rebuttals. Listen for if you’re using the right rebuttal to the objection your prospect or client just gave you.
By recording yourself, you’ll learn tons of things that will make you better, including how to deliver your rebuttals more convincingly. You’ll also learn whether or not your rebuttal is the best one to use – which leads me to step number five.
Step number five: Be prepared to revise your rebuttals as needed. After listening to your sales calls over and over again, you’ll find ways to improve. Perhaps a rebuttal can be shortened? Maybe it can include a few key words or phrases? Perhaps you could deliver it with a bit more energy? Or less energy?
Never stop learning, critiquing and getting better. When you stop learning, you stop earning. The top professionals in any industry are always adapting, always learning, and always improving. You should, too.
So there you have it: the five ways to get better at handling objections and improve your 2018 sales experience. If you’re truly committed to becoming one of the best producers in your company or industry, then commit to following the steps above.
If you do, your career and your life will change in exciting and fulfilling ways.
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