When selling your company’s products or services, knowing how to handle the dreaded but inevitable “no” is essential to success. Your first step? Figuring out what the prospect really means — because when it comes to sales, no doesn’t always mean no. In fact, it most often means:
“I think it’s too expensive.”
“I don’t have the authority to say yes.”
“I’m too busy to fairly evaluate the offer.”
Asking the right questions can help you determine the real reason behind the no, allowing you to then turn that no into a yes.
Overcoming objections in sales takes practice and skill. Here are three common reasons for a ” no” that you may come across — and ways to effectively respond.
Over the course of my career, I’ve often found myself in the underdog role, selling against some large competitors. In order to succeed, this position has forced me to think outside of the box. The most successful approach for me has been the use of package selling as a way to differentiate myself from competitors — and to generate much higher overall sales and ultimately higher profit margins.
With the right mindset and training, you can do it, too.
Sales enablement has moved up the list of priorities for many marketing companies. In its State of Inbound 2018 report, HubSpot noted that 37% of marketing leaders placed it as one of their top initiatives, as it has provided companies with a more efficient and effective approach to the traditional sales process.
When it comes to understanding what sales enablement is, there are a number of different definitions to choose from — so don’t get too caught up in that confusion. Regardless of which definition you choose, sales enablement is essentially the process of sales and marketing agencies or teams working together to achieve a singular goal.
In the past, sales and marketing often operated in silos and, while they supported one another’s efforts in theory, there was little communication or interaction between the two.
Sales enablement provides salespeople the tools and resources they need to maximize their efforts. That support can come in many forms, including technology tools, specific marketing information and resources targeting their ideal customer. One of the best ways to do that is through developing sales enablement content.
How would you answer if you received an email asking, “What’s the biggest discount you can give me?” 10%? 15? 20? Depending on your margins, all of those might be an option, but the best answer is often 0.
That’s right: 0%.
Discounting should be a last resort, not a go-to strategy. Instead, add value with bonuses that don’t have an associated hard cost, focus on quality rather than price and find ways to differentiate yourself from similarly priced competitors.
Here are four tips for a smart discount pricing strategy — no matter what you sell.
Right now, many organizations that sell traditional advertising are struggling — especially if they’re selling advertising into print magazines. If you’re in this boat, you’re not alone.
But don’t jump overboard.
While it’s true that many buyers have already moved or may want to move their dollars from legacy platforms into new platforms, there are still ways to boost sales and keep your print advertisers around.
Content creation is no longer optional for businesses that want to thrive in today’s competitive environment. Regardless of what it’s called — a blog post, infographic, video, etc. — content has become the way we consume information to help make better decisions in all areas of our lives.
When trying to find valuable content, we usually turn to Google. From looking for a recipe to figuring out where to buy the best jeans, we are now making more than 63,000 Google searches every second of every day. That adds up to 5.6 billion searches a day.
Understanding how to create great content and generate more traffic to your website through content marketing can help you attract potential customers. But it’s equally important to understand how to calculate what kind of return on investment (ROI) you’re receiving from your content marketing.
Then you can evaluate what’s working — and improve or eliminate what’s not.
“Hi, can I speak to Jordan? Hi Jordan, this is Mike at ACME. I saw you were interested in our wireless network systems and I wanted to talk to you about that. Just so you know, our routers are ranked best-in-class and we’re having a Fourth of July weekend sale.”
What do you think? Would you like to keep talking to Mike, or do you wish that you had let it go to voicemail?
Most people, me included, hate getting these calls. We think, “Ugh, a sales pitch,” and get off the phone as quickly as possible. We say “I’ll think about it,” or “Get back to me in a month” — anything to get the overly enthusiastic salesperson off the line, so we can get back to the email we were drafting, the report we were supposed to have put together yesterday, the latest blog post we need to write.
How would you feel if a salesperson said, “I can give you this great deal right now, but if you have to go think about it or talk to someone else, I’m not going to be able to make this offer”?
If you’re like most people, you’d think, “Wait, how can that deal be good today but not tomorrow? That doesn’t feel right.” That’s why, in today’s increasingly savvy marketplace, many smart salespeople are moving away from those kinds of strong-arm sales tactics and toward a more nuanced, win/win approach.
Whether you’re offering a product or service, almost everyone has to be a salesperson now and again. This shift from pushy hard sales to more consultative techniques has made sales less of a “must-win-every-call” pressure cooker.
But just because you’re using a less stressful approach, doesn’t mean that it’s simple or that you don’t need systems and processes in place. If anything, today’s approach requires more professionalism than ever — a consultative sales approach.
Here are five sure-fire ways to selling without being that salesperson.
If you work in marketing or sales, you’re probably already familiar with sales sequences.
Sequences are the series of actions a salesperson takes to brings leads into the funnel and eventually turn them into buyers. They include phone calls, emails, in-person meetings, live demos and other touchpoints where salespeople and leads interact. They are pre-determined and, when done effectively, can lead to increased sales and revenue.
If you want to create an efficient sales sequence strategy of your own, here are some best practices to keep in mind.