Finding Comfort Zone The Definition Of Madness

You’ve no doubt heard the term that describes a person that keeps doing the same thing but expects a different result. In sales we are more prone to living out this axiom because we often try to find a “groove” or comfort zone from which to operate.

I will state right her and now than a successful sales person is NEVER really very comfortable. Even when they succeed they keeping looking for ways to improve. Getting the sale is not enough for a real pro. It is equally important that they are on top of their game and ready for anything. And so it goes with objections. How many times do you hear objections that are repetitive?

You know it seems like a broken record. It’s like the top 40 countdown. The hits keep coming. Favorites like, “Your price is too high.” or “We need to get some other prices.” or “I have to ask my spouse.” How many times will you hear the same objections and NOT have an answer for them?

The first step in handling objections is to create an objection log. That’s right. Start creating a list of objections you have heard and keep adding to it. If you can identify that you hit a roadblock at this juncture then you can begin to work on changing your response.

In order to improve your skills and ability to close a sale you must know how to respond to almost every situation that you can think of. Once you have identified the most common objections then start to create at least six responses to each one of them and you will be on your way to true success.

About the author: Joe Crisara is CEO of www.ContractorSelling.com a website that helps sales professionals present their solutions to create high value that result in more income, better service and higher closing rates. You can go to the site and receive Joe’s FREE SECRET sales tip of the week. Of you can contact Joe by emailing him at joe@contractorselling.com