NEWSLETTER NOVEMBER-DECEMBER 2016 |
 |
|
A JOKE TO START WITH
The entire North American sales force of Frisky Dog Food was gathered together for their national sales convention at Miami Beach. In the main auditorium the marketing director was giving a performance that any revivalist would have been proud of. Using the old pattern of call and response, he was really working up the spirits of his sales team.
‘Who’s got the greatest dog food in North America?’
‘We have!’
‘And who’s got the greatest advertising campaigns?’
‘We have!’
‘Who’s got the most attractive packages?’
‘We have!’
‘Who’s got the biggest distribution?’
‘W-e h-a-v-e!’
‘Okay. So why aren’t we selling more of the product?’
One bold voice from the crowd replied:
‘Because the damned dogs don’t like it.’
|
|
SOME IDEAS ON DEALING WITH OBJECTIONS
A complaint is not an objection
An objection is basically a perception of the customer which prevents him from buying. It’s like a mental blockage. A complaint, on the other hand, concerns a real problem that occurred: something happened that should not have happened, or something didn’t happen that should’ve happened. You deal with objections and complaints differently. To refute an objection, you use questions and arguments but a complaint needs to be solved. You listen, you apologise and you take measures so that it doesn’t happen again.
Why customers raise objections
‘Because I don’t see the benefit.’
‘Because I am happy with my current supplier.’
‘Because I have other worries, other priorities.’
‘Because I don’t have the money.’
‘Because I don’t need it.’
‘Because I get money under the table from the competitor.’
‘Because I expect a long learning curve with this new product.’
‘Because I am resistant to change.’
‘Because I don’t know what exactly I’m going to get.’
‘Because I don’t have the correct information.’
Beware of self-inflicted objections
We provoke more objections than a customer can think of by himself/herself.
‘Maria, you might think that this is all quite expensive, and I wouldn’t blame you if you did. It’s a lot of money.’
‘You might think that the competition has a better product. Your people might need some time to get used to our product. It’s not easy to use. We hear that all the time.’
Try to avoid thinking like that, or, if you think like that, avoid speaking like that. |
|
MYSELLINGSKILLS
Whether you’re a junior or a senior salesperson, if the art of selling is close to your heart, this Selling Skills e-learning – formerly known as mysellingskills – is for you. This online training is an interactive tool to make you a real pro... or to stay one.
Selling Skills is a high-impact online e-learning course which comprises 6 chapters covering the sales process from the opening conversation to the final closing. The e-learning is a powerful 3-hour summary of a 3-day high-level Valueselling course.
For more information click here. |
|
 |
|
GLOBAL VIRTUAL SALES TRAINING
At Valueselling, we are developing a global virtual classroom training for our customer Procurement Academy. Procurement Academy is a Belgium based e-learning company that provides programs for procurement people on a worldwide basis. It has sales people in the US, in Europe and in Asia Pacific. This globally dispersed sales team will follow – at the same moment – a number of Valueselling sessions on Webex, thus learning together new closing techniques, exchanging experiences, sharing ideas and doing exercises.
This Global Virtual Sales Training format is a spectacular way to speed up learning, save travel costs and to close deals more quickly. Webex turns out to be an excellent platform to conduct these sessions. |
 |
|
SPECIAL OFFER FOR THE VALUESELLING SALES BOOKS
Visit our book store at www.letusboostyourbusiness.com, order one of our two sales books and get a copy of The Valueselling Tools Kit for free. Order either Let us boost your business (at € 29,50) or Het grote verkoophandboek (discount offer at € 19,95), and you will receive The Valueselling Tools Kit as a gift! Our books are also available on Amazon.com.
Pages 64 pages
Luxury paperback
Written in English
Regular selling price € 14,50
For more information click here.
|
|
|
VALUESELLING SOUTH
The Valueselling team offers sales training on a volunteer basis in developing countries. In January 2017, Valueselling ceo Jan Flamend will go back to the West-African country Benin to help the Guichets d’économie locale.
In July 2016, Valueselling South published An opportunity to do some good. Effective ways to sell non profit projects to donors. It can be ordered here.
|
|
 |
|
 |
|
KMO PORTEFEUILLE
Valueselling has acquired the KMO Portefeuille Certificate, which enables our Belgian customers to get subsidies for our training programs.
|
|
SUBSCRIBE
Would you like to receive our newsletter on a regular basis? Leave you email address here.
|
|
|
