“Having already that research on that potential client, you’re able to use it to your advantage.” – Kimberly King in today’s Tip 407
How do you handling objections?
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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 Kimberly King. Kimberly prides herself on being a Caribbean change agent. She is a sales professional with seventeen years of experience in sales, business development, marketing, and customer service. Here she is:
Kimberly King: Hi everyone. I wanted to share an important tip with sales professionals. One that has been definitely my experience on which can help you as well in your sales career that is handling objections. Now, as a sales professional, we tend to sometimes, especially when we are new to the game of sales, we tend to sort of get in word or feel dejected when we’ve received that face objection. You know, it’s the wrong time or we have competitor XYZ who does an excellent job for us. There’s no need for your service. I don’t have time, goodbye, slam. It’s not the end. What that means, if you have gotten an objection, for example, one way to a potential client is seeing to you, it’s out of our budget at this time. What that should say to you is that there is some interests. However, at this time, I would like you to address my concern. There’s a great area that I will like you, they see us professional to overcome so that I am able to understand what you’re seeing to me in terms of what you’re selling. See it as really an opportunity. In my hospitality sales background and my career. What I’ve realized is a great tip for me to do is really do a deep dive on my potential client, do the research. I have an understanding of who they are, who has the final see would make any discussion, how the company has done in the past with regards to their, you know, just understanding their patterns of behavior, their past suppliers, et cetera.
What a key success factors for them and basically I use that information within my sales presentation when I’m having a conversation with the client as to why they should be booking our service. That makes a whole difference and means that as a sales professional you have gone ahead and you’ve been proactive in understanding well who your client is and addressing the possible objections even before they are raised. Yes. Obviously there may be some followup questions, which I would definitely see to you to become, to maintain that calmness, listen, to ask your clarifying questions and reframe those objections in a way that your potential client is going to see the value into contracting with you. For example, if they’re seeing time right now is not good. Reframe where you put it across to them that you know now was the perfect timing. This is what we are doing for you. This is what your team knows, and having already that research on that potential client, you’re able to use it to your advantage. So that’s my tip and thank you so much.
Scott Ingram: For more about Kimberly. Just click over to DailySales.Tips/407. Connect with her on LinkedIn and send her an email mentioning that you heard her tip and she’ll setup a free 15 minute consultation with you.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!