|
Quickstart - How To Refocus Objections
Please add
bev@onestepfurther.co.uk
to your address book so you continue to receive Quickstart
MAKE SOMEONE'S DAY! - The Quickstart community grows through word of mouth and word of mouse and for that I thank you. Why not pass this copy on to other consultants you know or suggest they go to www.OneStepFurther.co.uk
Quickstart
Grow a Profitable Consultancy and Still Have Time for a Life
In this issue
Note from Beverley - Pickles and Guacomole!
One Step Further - How To Refocus Objections
What's Out There? - When Fears Get in Your Way
Personal Reflections - Your Passion is Attractive
Note from Beverley
Wow I didn't know 14 November was so special - apart from being my sister's birthday - Happy Birthday Kate, it is also Pickle Appreciation Day AND Guacamole Day. Yes hard to believe but a double celebration. Now where can you go and get pickles and guacamole for lunch!
This week sees the reintroduction of What's Out There? In each issue of Quickstart,I'll pick a theme and find some resources (Free where possible) for you to investigate further. Remember learning never stops and taking just a few minutes each day can help you grow your business and your self. Because you are worth it!
Have a good week.
Beverley
bev@onestepfurther.co.uk
www.onestepfurther.co.uk
+44 (0) 1344 625713
One Step Further
Objections are simply needs you haven't clarified - yet
So many people are worried about handing objections that their focus is a negative one.
I am not saying objections don't happen nor that they should be ignored - of course not! I am saying think about them differently and you may get different results
Of course there is no right way or wrong way - just a way that works for you to get you the results you need.
So think of objections as needs you haven't clarified - yet
For example: Objection: the price is too high
Possible reasons a buyer might think that
1. An excuse when the buyer can't or won't make a decision
2. Other people have quoted less and all the buyer is focussing on is bottom line price
3. The buyer has a budget, which is lower than the price you quoted, with no authority to negotiate
(There may be many more reasons too)
Possible reasons this has been raised at all
1. You have focused on price and not the value and benefits
2. You haven't addressed price/budget fully in your needs analysis stage
3. You have "heard" price is the issues when it's not the REAL issue
4. You believe your price is too high
(There may be more reasons for this too)
So how might you limit the objection being raised in the first place? One way is to
1. Identify what's really important to the buyer - personally and professionally i.e. what will motivate his decision to buy/recommend/refer
2. Check the parameters and ranking of what's important with the buyer i.e. is X more or less important than Y
3. Clarify what you have heard by replaying it back to the buyer i.e. "you said this which I understood as that. Is that correct?"
This is a huge area with many training courses designed to help you handle it better. Of course you could save your money and time by simply changing your mindset from one of "What objections might I get?" to "How can I make sure I listen well and address my clients needs as fully as I am able?" Focus on what you can do and the positive way you can help and not on the negative assumption that any question is an objection in disguise.
Discuss what works with other people and discover how you might approach people and situations differently. Find what works for other people.
"A desire can overcome all objections and obstacles" Anon
So look for or create the desire to buy, in your ideal clients, and perhaps many real and/or perceived objections will no longer exist.
What's Out There?
"Too often we are scared, scared of what we might not be able to do, scared of what people might think if we tried, we let our fears stand in the way of our hopes. Why? There's really no time to be afraid. You have nothing to lose and everything to gain. Everything!" Anon
Fears get in the way in all walks of life and in business. Those fears may prevent you from being as successful as you would like. Here are some great resources for you to start to address those particular fears that you feel might be holding you back.
Overcome Your Fear of Selling - Tessa Stowe has written this short free ebook, which will address common fears such as being too pushy and rejection
How to Make Objections, Rejection and High Attrition a Thing Of The Past - Michael Oliver's free 7 part ecourse addresses how you can use simple communication and avoid "sales techniques" for a more natural approach to selling.
Fearless - 7 Keys to turning Mountains into Mole Hills - written by Natalie Cohen and looking at how fear may be holding you hostage in ways you had not considered
Are You Creating Your Own Sales Obstacles by Jill Konrath – "As a seller, I'm sure the last thing in the world you want to do is to make your job even more difficult. But the truth is, many of you are doing just that..."
"Courage is one step ahead of fear" Coleman Young
So keep taking One Step Further and stay ahead of your fears.
Personal Reflections
I was recently at Roger Hamilton's (No relation) Wealth Dynamic's Weekend held at Earls Court in London. Over 200 people filled the conference hall and we had a really interesting and thought provoking 2 days. Wealth Dynamics is all about creating wealth through leveraging the value that is inherently you - knowledge, skills and talents - combined with what you are passionate about.
In fact Roger's wealth equation is Wealth = Value x Leverage.
Passion is sometimes an over used or misplaced word or it is used surreptitiously because fear of "being passionate" gets in the way.
My feelings on this have changed over the past 2 years.
I have never been an "emotional person", not externally at least and yet the more I speak with people and communicate what I am about, what I want to try and achieve through my business and what I believe, the more "attractive" I seem to become. This also is detractive (not sure if that's a word but you get my drift), in that there are of course people that will not connect to or like what I'm saying or doing and that's OK. My point is holding back on what you are passionate about seems pointless - life's too short. So ...
* If you have a vision to become the next Jamie Oliver - get passionate about it.
* If you have a passion for brand development in small manufacturing companies, get passionate about it.
* If you have a passion to change the way leaders reward and recognise their people get passionate about.
* If you have a passion to make all IT projects successful both technologically and from a human perspective, get passionate about it.
Passion is contagious. Passion is inspiring. Passion is infectious. And for me, to be successful in building a business you need to be passionate about what you do. And in any case why would you spend your precious time doing something that you weren't passionate about. For many people the decision to leave the corporate world and work for themselves was driven by a need to spend time doing what they wanted and how they wanted.
So what stops them? What’s stopping you?
Best Regards
Bev
bev@onestepfurther.co.uk
www.onestepfurther.co.uk |
|