Closing Sales Techniques- Overcoming Objections

Closing Sales Techniques- Overcoming Objections

closing sales

Closing Sales: Lifeblood to Your Business

Overcoming Objections: 1 Step Closer to Closing Sales:

Being in the car sales business was always a love/hate scenario for me.  Although sales just seems to run in my blood, I despised the pressure & sales meetings that were (at times) downright scary!  You were asked point blank if you met your sales quota for the week, and if you didn’t, you better be prepared with a reason as to why & how you were going to reach your goal before the next week.  At times, there was a lot of sweat, vain popping, and nervous knee shaking that filled the room.  It felt like being in a pressure cooker!  Thankfully, there is always something positive to come away with from every situation I encounter in life.  If it weren’t for my car sales experience, I might never have learned an important part of closing sales: OVERCOMING OBJECTIONS!

If you’ve never been in sales before, you might be scratching your head wondering what I mean by ‘objections.’  I would define an objection as ‘an excuse a misinformed individual (sales lead, in this case) would make to escape the sale.’  Fortunately, in the car sales industry, they spend countless hours training me on how to overcome such an objection.  One important tip I learned from these teachings is that objections aren’t necessarily bad.  In fact, if you tune your listening ear to read beyond the surface of the objections, you will find that the customer is actually helping you qualify or disqualify themselves.  They are telling you whether or not it would be worth your time & energy to work with them.   Not to be mean, but some people have a mindset and will that you simply cannot change.  It is up to you to be able to separate the wheat from the chaff, so to speak.  Interpreting the objection will take practice, but will aid you closing your sales….which is just the beginning!  It will help you build a lifelong business with quality colleagues!

Closing Sales: Read In Between the Lines

Here are some of the most common objections (detours while closing sales) I hear when dealing with prospective customers on the phone:

*Objection #1: “Before I take a look at your website, how much is it (your product or business opportunity)?”

How to overcome: NEVER give them a price before you’ve built VALUE.  If you give in to this, and lead off with a price, you will most likely lose the sale!  Instead, redirect your prospect with a laugh: “It’s under a million dollars….ahahahaha!”  Once they are off the price, refocus them on visiting your website.  Reassure them that it is affordable, and that you would like them to become more informed.  If they insist on knowing the price after this, they may not be ready to join in your opportunity.  Those are usually the type of people that are looking to make a quick buck, and aren’t willing to invest in themselves, their eduction, or helping others.  Remember, you want to work with people that are willing to follow directions (and you should have directed them to a website & given them direction on the next step to get started).

*Objection #2: “Ummm….I need to talk to my wife/partner first.”  Granted, I believe in clear communication between spouses, but this line is overused as a way of escape!

How to overcome: “Hey Joe (or whatever their name is), I can respect that, but can I ask you a question….Do you want to seriously move forward, or are you just not interested.  Please just let me know because I’d hate to waste my time and yours.”  If they assure you they ARE interested, pin them down with an appointment within 24 hours.  If they admit that they really AREN’T interested, move on & wish them well.  Your time is too precious to try to force someone into an opportunity.   Don’t be desperate, take it as a red flag that it is a dead lead & go on to the next prospect.

*Objection #3: “I just don’t know.  How much money are YOU making, Mark?”

Just a few side notes on this one:  First, this is a rude comment made out of ignorance.  Sometimes people forget & just blurt out the first thing that comes to mind.  Would you really start a conversation with someone & randomly ask how much they make?  Not likely.  It’s really not their business, but handle this one with care.  This may be a red flag of someone that is looking to get rich quick.  It also is a sign that they may not be able to make a decision themselves & they want you to lead them into making a choice.  It could possibly mean that they are a business jumper….one that jumps from business to business & never focuses on/works one business.  However, before you decide they are a person to avoid, you might want to test them further.

How to overcome: “I’m on my way to making 6 figures (this is not a lie…if you are diligently working towards this goal, you ARE on your way to making this kind of cash), but  it’s not about what I am making, it’s about how much money you can make!”  Again, redirect them to your website, get them informed, and then you will see if they are serious about investing in your product/business.

Closing Sales Takes Practice & Patience…Don’t Get Discouraged!

To sum it up, if you are serious about building your own business, you have to realize that objections come with the territory.  Not everyone will like you, or your product, or will say ‘YES’ to the opportunity you are proposing.  However, you can’t let that effect you personally.  You need to keep in mind that objections can be useful & enlightening when considering the type of people you want to work with.  Listen intently to the objections, try to overcome them if possible, and if you cannot break down the objection, don’t be afraid to let go of the lead.

You’ve heard it said before, ABC = Always Be Closing…this is a brilliant idea!  I have an even better suggestion, ABH = Always Be Helping.  You are in your business to make money, obviously.  MORE IMPORTANTLY, you are in your business to help others!  It’s not just about the dollar…that is just the icing on the cake.  Imagine: You have the power to help others help themselves!  Your business opportunity/product may be just the thing they’ve been looking for!  Granted, there are some that don’t want to be helped…but by understanding objectives, and navigating around them, you will be able to find the few that DO want to be helped.  Those are the ones you want to inform so that they can make a positive decision for their business future.

If you have any questions about closing sales, please give me a call at 909.528.4079, or visit me at www.ibuzzman.com.

Closing sales is the lifeblood of your business!

Share
Jun 22, 2011 | 6 comments | View Post
Job Opportunities in a Recession

Job Opportunities in a Recession

“Go to college to get a better job!” That was the mentality 10-15 years ago. A college degree was worth its weight in gold. Unfortunately, this recession has made it difficult for even college grads to find opportunities (as evidenced in the video above). So what’s the Plan B?

I’ve found my Plan B. It came rather unexpected, but I’ve found that internet based businesses are booming! In fact, I’m starting to accumulate a steady residual income from my on-line business. My wife (who worked full time in education) is able to stay home with my children & we are able to afford a decent life!

So did I get a college degree for this? The answer is NO. Although I do support education & knowledge (I married a school teacher & fully encourage my boys to learn as much as possible), I do not believe a college education is the only way to succeed (especially in this economy!). I did graduate from high school & took a few community college classes, but my knowledge of the internet business world came solely through experience & training through mentors like Stephen Pierce.

If you asked me 5 years ago whether I could make a living off the internet, I would have laughed! I didn’t even know how to send an email or surf the internet back then! I researched, spent many hours learning technology, and kept plugging away. I thank God that He opened the doors for me because it has literally changed my life! I love working for myself & I enjoy helping others find their niche on-line as well.

If you’re tired of limited opportunities in the job world, I encourage you to look into earning from home via the internet. If you’d like to join a team of dedicated marketers who will aid you in your success, check out: www.ibuzzman.com , www.teammarkandjerry.com, OR www.5kinnercircle.com.

Share
Sep 28, 2010 | 8 comments | View Post
Customer Service

Customer Service

Is it just me, or does it seem like today’s ‘Customer Service’ lacks the focus on…well, customers? This is evident to me every time I have to contact my phone campany’s Customer Service line. I am told “We are sorry, but because of the large volume of phone calls received, your wait time to speak to a representative is 1 billion minutes.” Then, I get the pleasure of listening to whatever random elevator music they have, while trying to stay positive about losing out on precious business time. Once I reach an actual human on the other line, I am then transferred because it’s not the ‘right department.’ On some occasions, I’m even cut off from a mishap during the transferring, and the cycle starts all over again.

Thankfully, nothing goes to waste if you just look at every situation as a lesson to be learned. The lesson I’ve learned is that Customer Service is key to building a solid business! My desire is that my customers will look back and remember a positive feeling after having worked with me. I hope they feel more like an individual than a number in line.

So, how do you provide great customer service? For starters, don’t pass the buck when someone needs help! It’s ok sometimes to say, “I’m not sure about that, but I will give you a call (give them a time & day) after I do some research on that.” Don’t just leave it at that. Go, do your homework, find the best way to help your customer, and FOLLOW UP on it! Call them when you said you would…don’t be a flake! Your word & action will build your reputation…and a good reputation is to be valued above wealth!

Another simple way to better your customer service is to shift your frame of mind! Each day, remind yourself that your purpose for business is to HELP OTHERS. Don’t look at people like a dollar sign or an irritating obstacle. Remember that your business would not exist without the people you’re serving! Simply go by The Golden Rule…it’s simple, but very wise. Treat others the way YOU want to be treated…you can’t go wrong.

In addition, I believe customers appreciate simple guestures, such as a phone call to check in & see how they are doing. Use that opportunity to show that you didn’t just put them in a ‘sign up club,’ but that you remember them, are willing to train them, and are thankful for them. Since I have been very busy training, I have a wonderful marketing friend that is doing follow-up for Team Mark & Jerry…his name is Ivan Harris. Ivan is a jewel & his personal phone calls to my customers have built so much value to my business. I cannot express how important follow-up is!

Thank you cards also leave a lasting impression. Remember, people may not remember what you say, but they will remember the way you made them feel. My business partner, Jerry Maurer, sent me a personalized thank you card with a picture of his beautiful family months ago, but I still remember thinking, “Wow! How awesome that he took the time to brighten my day!” Remember to slow down & take a few minutes to uplift those who you serve.

To sum it up, GOOD Customer Service is what this world needs! Are you serving others and treating them as valued clients, or do you simply look at them as cash in your pocketbook? Make it a priority to answer their questions, follow up on their progress, and show them that they are valuable. It will bring your business to a whole new level!

Share
Sep 20, 2010 | 30 comments | View Post
NO Quitters Allowed!

NO Quitters Allowed!

Passion and zeal followed by burn out and complacency. I see it all the time as an internet marketer. I can’t tell you how many times I’ve built a connection with someone, trained them, given them to tools to find success…only to see them quit in the end. It seems the ones that do the most talking about what they’re going to do, end up being the first to throw in the towel! All their plans, aspirations, talk, and excitement evaporated at the thought of daily dedication to the tasks.

As a trainer, it’s disheartening to run into so many people that give up. Is this an entire generation of people who lack commitment, discipline and endurance? It’s as if those that believed in the power of their word have been replaced by flakes!

Which is what brings me to my new mantra: ‘NO QUITTERS ALLOWED.’ That’s right…if you are going to be a quitter, I don’t want your business. In fact, if you jump from business to business, you might as well stop reading here because I’m not going to invest in you. Go back to your day job & be a slave to ‘The Man.’ I don’t have the energy to waste training a quitter. The few pennies I would gain in signing you into a company and mentoring you are nothing in comparison with the hours I would throw away teaching a bump on a log. Time is $!

I’m looking for the rare diamonds in the rough. The ones who not only say with a passion that they want a change, but those who are willing to put change into motion! How? By taking the training I provide, and daily practicing it!

Are you willing to take your business to the next level? Are you interested in joining a DEDICATED team of internet marketers who will come alongside you & aid you in your success? If so, it’s gonna take a lot of stick-to-it-ness. Sometimes you might feel out of your comfort zone, challenged, or tired, but I guarantee that you’ll grow leaps and bounds if you never give up!

Check out my team of committed marketers: www.teammarkandjerry.com. We have marketing training every Tues. night @ 6pm Pac/9pm Est. We discuss closing sales, overcoming objections, marketing on-line, home based businesses, and include guest speakers who are the leaders in the MLM industry. I’ll see you at the TOP!

Share
Sep 15, 2010 | 6 comments | View Post
Too busy for my britches, and loving it!

Too busy for my britches, and loving it!

I find that there are too many things to do, too few hours in the day to do them (so forgive me readers, for it’s been too long since my last post). This is especially true lately because my internet business is booming! I have so many leads chasing me that I can barely keep up! I guess it’s a good thing, and I can thank the good Lord & Ibuzz Pro for that!

It’s been a couple years now since I’ve been using Ibuzz Pro & it has been the best business decision I’ve made yet! No longer do I have to rely on cold calling or buying my leads for hundreds of dollars every month (which I did for many years!). Ibuzz Pro literally retired me from corporate America & has allowed my wife to stay home with our two boys.

I believe Ibuzz Pro is one of the BEST internet marketing tools out there. It’s freed me up to actually focus on training & building a strong business team…helping others! Instead of spending so much time on the phone recruiting, I can spend more time making my recruits more successful in their businesses.

So, are you still relying on cold calls or leads? Are you exhausted chasing people to join your business? Wouldn’t it be great if in a matter of minutes, your message goes out to the masses, and people start chasing you, for a change?! If so, check out my page for more info: http://www.ibuzzman.com.
iBuzzPro Pictures, Images and Photos

Share
Sep 10, 2010 | 9 comments | View Post
Net Extractor

Net Extractor

Tools, tools, tools! I can’t tell you how excited I get when I add a new tool to my business tool belt. Not only do tools bring more clients my way, they also make me more efficient- saving me time & money in the long run!

I’ve tested a new internet marketing tool called ‘Net Extractor.’ It’s amazing! It scrapes the phone numbers of marketers off of Backpage, Craigslist, and AdLandPro. This system provides you with each marketer’s phone number, first name, email address, and their website. It’s extremely user friendly!

I used Net Extractor this week & put it into my Ibuzz Pro System (my phone dialer that calls these people). Within 4 minutes, I got 22 leads calling me wanting to get into my business! It was effortless!

This tool comes with demo videos, and it’s only $99 (with no monthly fees). I recommend it to anyone looking to take their business to the next level! Check it out: http://www.netextractor.com/?%20affcode=852149650

If you have any questions, give me a call! Mark Stephens: 909.528.4079!

Unlock the Secrets of Making Money Work FOR You! Pictures, Images and Photos

Share
Jun 07, 2010 | 11 comments | View Post
Marketing On-line: The Importance of Follow-Up

Marketing On-line: The Importance of Follow-Up

Whether it’s forgetfulness, impatience, fear, complacency or just pure laziness, a common mistake marketers make is failing to follow up. This is one area I’ve really focused on improving early on in my sales/marketing experience, and now it’s become one of my strong points. I’ve actually been called a ‘pit bull’ by some customers because I continue to call & check back with them…sometimes for several months to a year! I call this ‘persistence over resistance.’

The way I see it, if you don’t follow up on your leads & just walk away, you’re leaving money on the table. You might as well just hand over your wallet because you’re throwing away hundreds of dollars when you waste a good lead. That’s money that you’re taking away from your family!

Some ask, “So, when do you stop following up on a lead?” The answer is simple: either when the person hangs up on you, straight out tells you ‘NO,’ or dies. Otherwise, that lead could be a potential customer.

Is it necessary to do a full sales pitch on each follow up? No. The first few calls are usually focused on asking the customer questions (in order to identify what tool/opportunity will best fit their needs), and giving them information on what you’re promoting. The follow-up calls can be a conversation as simple as, “Hey Bob, this is Mark Stephens. I was just calling to see how you were doing & if you’re ready to get on board….”

Believe it or not, the most important part of that phone call will be the part where you shutup and LISTEN. So many marketers jump the gun & try to sell, sell, sell. Keep in mind, the point of follow-up is to build a repor with the person…not to scare them away.

Listen attentively & take notes, so that in the next phone call, you can let them know you care by asking, “Hey, how’s your son by the way? Last time we talked, things were kind of hectic & stressful for you when he was in the hospital.” People appreciate being recognized as a human and not just a sale. I’m a firm believer in ‘using things to help people…not using people to get things.’ I can’t tell you how many times I’ve done a follow-up call to check in, and ended the call by praying with someone about something they’re going through. This is more valuable than a couple bucks, and it can lead to a long term, quality business relationship.

Follow-up is crucial because only 90% of marketers will call a person 3 times, and then they quit in their impatience. If you’re disciplined enough to continue following up beyond that point, you’re going to reap the benefits that they’ve left behind. Months down the road, a person who wasn’t in the right mind frame to get on board with you, may have had a shift in their life that frees them up to join in your venture. It’s all about timing!

For more information, give me a call at 909.748.5705.

Share
May 17, 2010 | 28 comments | View Post
IBUZZ PRO

IBUZZ PRO

COLD CALLING. Even the phrase makes me shudder and brings back haunting memories of my car sales past. Even though I grew thick skin and began to master the art of cold calling, I still believe time is too precious to spend turning a cold call into a hot business prospect. When car sales (along with the economy) began to take a dive, I made a crucial discovery that led me out of the car business and allowed me to work for myself at home. This discovery was a little tool called IBuzz Pro.

In a nutshell, IBuzz Pro is a built-in call center that allows you to set up a campaign and reach targeted people in your own area of expertise. To set up your campaign, you record a message in your voice, copy & paste your phone numbers (leads), press a ‘Go’ button, and IBuzz Pro will make the phone calls for you. From that point, the people on the other end of the phone will have the choice to ‘press 1 for more info, or press 9 to get off the lead list.’ Within 30 minutes, you will be receiving phone calls of people interested in your company/tool.

There are three key components that make IBuzz Pro successful:

1. Leads: if you decide to get into IBuzz Pro, ask the seller a crucial question: ‘Where am I going to get my leads from?’ If you hear, ‘through the back office,’ RUN! Not to insult the company, but in my experience, the leads in the back office aren’t high quality. I’ve found another supplementary tool that provides me with unlimited leads.

2. Your Message: if you don’t have a powerful & unique message, you can use IBuzz Pro and still be wasting money. As I’ve said, IBuzz Pro is a TOOL. No, it won’t think for you. This is where your marketing training/experience will come into play. Many marketers copy the messages already being used. I’ve found this to be a waste of time. If you want to get a high return on your investment, you’re going to need to be DIFFERENT! My best advice is BE YOURSELF. Each of us has something unique to offer…we didn’t come from the same cookie cutter, so why should we pretend to be something we’re not? If you are yourself, and believe in your product, that honest passion will come through in your message.

3. FTC Compliant Leads: Make sure that the phone numbers you’re using are FTC compliant. These should be business owners you’re contacting; not residences. If you are not in compliance, you can be shut down altogether. If you need more information on this, contact me with your questions.

I cannot express how much time, energy, and stress IBuzz Pro has saved me. Let’s face it, that old saying ‘Time is Money’ is very true! If I relied on my old method of cold calling, I wouldn’t be able to afford to work from home. I’d still be spinning my wheels and seeing limited success. This tool has been a life saver & I highly recommend it to anyone interested in reviving their business.

Getting leads For MRMI Fast!

Share
Jan 21, 2010 | 10 comments | View Post
MLM ADD

MLM ADD

ADD Pictures, Images and Photos

Jumping from business to business. Burning out the ‘Friends & Family’ bridge. Limited success, but never reaching full potential. Does this sound familiar? It does to me. For years, I was infected with MLM ADD. I had many talents & an overload of passion, but I would quickly burnout on the latest MLM I had joined. I was always searching for something that would work ‘better.’ I’m not saying that our industry doesn’t call for change, or that we have to stick with one thing until we die, but there is a problem out there. So many marketers spend dollar after dollar looking for the latest ‘get rich quick’ program.

I don’t know if it’s age, maturity, or the scrapes that I’ve gotten along the journey (or maybe all of the above), but I now have a new outlook on marketing as a whole. What I’ve found is that there is no such thing as ‘get rich quick’ (unless maybe it’s illegal…I don’t go down that road) program. There’s no point in jumping from business to business because you’ll end up spinning your wheels. Yes, the grass looks greener on the other side…until you have to mow it. Any business you get into will have its ups & downs. It will frustrate you some days to no end. But if we quit along the way, how will we ever make it to the top? The marketers that have become financially free are not the ones that jumped from program to program. They found what worked for them & committed themselves to making it work!

Successful marketing, in my opinion, is about harnessing your zeal, focusing on a business or tool, working hard, and helping others. Trust me, I’m still a work in progress, and I have to remind myself of this daily. This is why I’ve really backed away from MLM businesses, and I’m refocusing on providing tools & training that will foster others’ success. I’m not in marketing to make a quick buck…I’m looking towards long term stability. This means pouring my knowledge into others, getting them to achieve their personal business goals, and in turn reaching my potential as a trainer. I’m looking for people who are ready to stop the MLM ADD and seriously take their business to the next level. If you fall into that category, I’d love to come alongside you in your marketing journey & allow me to help you.

Share
Jan 18, 2010 | 9 comments | View Post

RELATED SITES