Three Common Sales Objections Revisited

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  United Systems09/10/08 Report as spam
  1

  RE: Three Common Sales Objections Revisited

  After having read through them for the 3rd time, I agree that Tom's responses are a true template to be used to formulate a higher level reponse, not to mention that fact that they just "feel" more perfessional. Though I still see Susie's responses as plausable in specific cercumstances, I didn't see them with that perspective that I do now the first couple times.
  
  Thanks for this, and thanks to those who posted some great wisdom on this.

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  United Systems09/10/08 Report as spam
  2

  RE: Three Common Sales Objections Revisited

  Thanks "PROFESSIONAL"... LOL (what a n00b)!

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  dave.stein@...09/10/08 Report as spam
  3

  RE: Three Common Sales Objections Revisited

  There is an important take-away here. Geoffrey has it right when he wrote, "... nobody is saying that you should parrot Tom."
  
  As a former sales trainer, I never expected salespeople to repeat what I suggested they say precisely the way I said it. In fact, I always warned that what I was about to say had to be modified to fit the particular customer situation or else it would cause more harm than good.
  
  Tom Hopkins has had mass appeal over decades because his followers interpreted his approaches and intent and then adapted them for their own use in each customer situation.
  
  By the way, the ability to do that effectively is a skill associated with the "art" component of selling, which, for many sales jobs, is 10% of the art/science ratio.

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  markdunahoo09/11/08 Report as spam
  4

  RE: Three Common Sales Objections Revisited

  Who's right? Tom or Susie?
  
  Depends on who they are talking to. If you're coming at me with a canned T.H. rebuttal to my objection, of course I'm gonna see it and know that you're not sincere. If you're gonna take Susie Poohbie approach, it might ruffle my feathers. In modern selling, canned and/or aggressive objection rebuttals shows unprofessionalism.
  
  I agree with interpretation theory above, when I perform sales training with a group, we discuss their approaches to handling objections. What I find is that each sales person has their own unique and for the most part personal approach. I like Tom Hopkins and believe that he has legitimate & solid platform to learn from. However, your personal interpretation of how you will deliver answers to objections should be programmed inside of you and roll of naturally as a result of your own planning on objection anticipation. At the moment you encounter any type of objection, you must find out if it's real and where it weighs in with them. I can choose to do 1 of 5 things,
  1. repeat it (paraphrase) to make sure you understand,
  2. ask for more clarification?
  3. empathize with them and share stories about your experience with this type of concern.
  4. compliment them on the question and ask to set aside for now as you will address it or state you appreciate their point of veiw and for sharing, then, qualify it further (lots of times the objection can lose it's impact and you can determine if it's real or not).
  
  
  I believe handling objections is easy if you are prepared and have developed a natural trust bridge with your prospect.
  
  One thing I know about selling, is that buyers evolve. Effective listening is still king in handling objections. Prospects want to know you understand how they feel or what they're thinking( objections are good thing)
  
  Anticipation of expecting objections is part of your job in selling. How you effectively anticipate, prepare, qualify & listen will give you the edge in sincerely handling a prospects objection. Objections can be the most important opportunity in the sales process!
  
  markdunahoo@msn.com

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  ndlicht109/11/08 Report as spam
  5

  RE: Three Common Sales Objections Revisited

  As a map that says - consider the objection and what might be needed to handle it, yes Tom is still valid. However, that was not the question. The question was which was better or preferred.
  
  I think the result comes from "siting in the seat" as if it were us in the situation. THat makes Suzzie and our direct answer to the comparison question very explainable. Tom did not relate as well or should I say as precisiely as Suzzie and thus, the readers vote.

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  Geoffrey James, Sales Machine09/11/08 Report as spam
  6

  RE: Three Common Sales Objections Revisited

  QUOTE: I believe handling objections is easy if you are prepared and have developed a natural trust bridge with your prospect.
  
  I think that this is a very profound observation. If you've won the customer's trust, then an objection is much less likely to scuttle a sale.

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  NaniMadrina09/11/08 Report as spam
  7

  RE: Three Common Sales Objections Revisited

  Psychology. There's a reason Tom Hopkins has been so successful over a very long period of time. How to Master the Art of Selling is still a great primer for new salereps, regardless of what they're selling.

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  e1wood09/11/08 Report as spam
  8

  RE: Three Common Sales Objections Revisited

  I vote for Tom, the responses are guaged to put an end to the objection as soon as possible, as opposed to dragging it on.

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  val.alishev@...09/11/08 Report as spam
  9

  RE: Three Common Sales Objections Revisited

  There's no doubt to me Tom's responses are well
  mastered while the opponent's repsponses fall
  very short.

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  suzannehearn09/12/08 Report as spam
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  RE: Three Common Sales Objections Revisited

  Can't get through this or the posts because I can't get past the sexist Susiepoohbie v. Tom.
  
  It hard to take "susiepoohbie" seriously - but of course that was the intention no?

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  Geoffrey James, Sales Machine09/12/08 Report as spam
  11

  RE: Three Common Sales Objections Revisited

  QUOTE: It hard to take "susiepoohbie" seriously - but of course that was the intention no?
  
  Whoever she is, "Susiepoohbie" chose her own handle and posted under using that handle. When one uses a handle on a public forum, one can expect the handle to be used in order to refer that the post. The "sexist" angle is complete in your own head.

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  Pammi09/12/08 Report as spam
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  RE: suzannehearn

  Two thoughts came to mind after reading your comment:
  
  Think before you speak
  Think before you type
  
  Being a woman myself, I loathe when women try to play the Gender Card when the issue of Sexism is non-existant.
  
  I don't like your implication. I'll leave it at that.

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  Geoffrey James, Sales Machine09/12/08 Report as spam
  13

  RE: Three Common Sales Objections Revisited

  QUOTE: ...posted under using that handle...refer that the post...is complete in your own head.
  
  Man, I gotta start proofing my comment posts... or figure out how to edit them!
  
  
  
  BTW, thanks, Pammi!

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  Pammi09/15/08 Report as spam
  14

  RE: Three Common Sales Objections Revisited

  Anytime, Mr. James! When someone is wrong, they're wrong...plain and simple.