Tips & Advice — Page 20

It’s Resistance, Not Rejection!

Sep 3, 2019 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery

Sales Tip #456 From The Sales Doctor

It’s Resistance, Not Rejection!

When the customer says “I’m not interested” or “your prices are too high,” what do you really hear? That’s the question that I asked the sales team at Infinite, a Cleveland-based National Recruiting Agency run by Chief Operating Officer Matt Burns. Because what you hear will have a lot to do with how you respond or react.

If you hear rejection, you may be stopped in your tracks and give up. However, if you hear resistance, you will be determined to (1) find out what’s keeping them from moving forward, (2) provide a solution, and (3) ultimately use it as an opportunity to close for commitment.

Anticipate, Prepare and Practice how to respond to potential resistance. Don’t
forget the Five P’s. Preparation and Practice Provide Peak Performance!

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Don’t Miss The Bigger Picture

Aug 26, 2019 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery

Sales Tip #455 From The Sales DoctorVoicemail GuidelinesDuring a recent coaching session, I learned that the old method of leaving voicemails is still being used, so I thought it may be beneficial to review the guidelines again.Include the time that you left the messageGive your reason for the call (express excitement about providing a solution to pain points)Your availability for a call back (no longer than one hour from the time of your message)When you will call backThe goal is to create a sense of urgency and give you permission to call back.

Remember – time kills a deal!

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Don’t Miss The Bigger Picture

Aug 19, 2019 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery

Sales Tip #454 From The Sales DoctorDon’t Miss The Bigger Picture!

Several years ago, I remember watching a video with a small team that showed people passing a basketball among them. The Facilitator’s instructions were to count the number of times the ball was passed within a fifteen second time period. I began to count the passes, making sure I didn’t miss one. I was truly focused on the ball. After he called time, I was ready to give my count, but the question was not how many times the ball was passed, it was “who saw the Dancing Gorilla?” The majority of us immediately said there was no Dancing Gorilla. The video was shown a second time, and lo and behold, there was someone dressed up in a gorilla suit dancing in between the people passing the ball.

So what’s the point of this exercise? For me, it was a strong reminder that you shouldn’t become so focused on one thing because it may cause you to miss the bigger picture. What is it for you?

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Preparation Prevents Perspiration

Aug 12, 2019 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery

Sales Tip #453 From The Sales Doctor
Preparation Prevents Perspiration
Do you remember the spelling tests we had to take each week in grade school?

In my case, on every Monday, the teacher would give us the 20 words for the week and all we had to do was practice to prepare for the test on Friday.

To study, I always had my mom as my practice partner. We’d sit at the kitchen table and I’d and write out the words as she read them to me.

Who is your practice partner that prepares you for the tests that happen during the sale?

Who is the one feeding you with potential prospect challenges like: “Let me think about it…” Or, “your price is too high. I’m not interested,” just to name a few.

There’s no reason why you shouldn’t have the answers if you’ve taken the time to prepare and practice in advance. I’m a firm believer that preparation and practice provides peak performance and it will also prevent perspiration.

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Don’t Leave!

Aug 5, 2019 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery

Sales Tip #452 From The Sales Doctor Don’t Leave!
One of the most common objections you’ll hear from a prospect is “let me think about it.”

Instead of letting your potential customer postpone their decision, try the Adjournment Close.

Sometimes they just need a few minutes to decide without you being in the room. Give them some space by responding with “take all the time you want, I’ll be more than happy to excuse myself while you talk it over.”

Then, adjourn to another area and wait for them to come back and get you with their decision. If they’re willing to let you wait around, the answer will usually be yes.
GET MARVINIZED! by The SalesDoctor@MarvinMontgomery.com.
Author/Motivational Speaker/Professional Sales Trainer and Coach“Preparation and practice provide peak performance.”

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For more information, go to MarvinMontgomery.com or call 216-509-0281.

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