“You want to get the objections out now, all of them, that you’ve got the time to overcome them.” – Shari Levitin in today’s Tip 1509
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Shari Levitin. Shari helps sales teams bridge the gap between beating quota and selling with an authentic, heartfelt approach. LinkedIn recognized her as a Top Ten Voice in Sales and Salesforce distinguished her as a Top 20 Global Sales Expert. Here she is:
Shari Levitin: You’ve got to ask the tough questions. Not just the rapport-building questions, but questions like, why are you looking to us? Why don’t you just do this yourself? Why wouldn’t you go to somebody else? Why are you interested in us? Get the objections out now and don’t be afraid. When the customer seems interested, ask those skinny branch questions. I say it to my customers all the time. I’ll say, How come you want to outsource your training? You’ve got a large company. Why wouldn’t you just do it internally? Now you may say, that’s a nutty question. They’re going to give you an objection. I want the objection. I once heard it this way. No, doesn’t get any “no-ier” than no. You want to get the objections out now, all of them, that you’ve got the time to overcome them.
Scott Ingram: For links to plenty more from Shari, including the video version of this tip, just click over to DailySales.Tips/1509. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!