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NEW! - Keywords For This Page: Trouble - Customers
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January 2004 - Handling Customer Objections
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"The only way to know how customers see your business is to look at it through their eyes."
- Daniel Scroggin
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This Month's Featured Articles
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"7 Skills You Need To Negotiate Better"by Naseem Mariam
Overcoming objections is often a matter of effective negotiation -- understanding the other person's position, while working your way around the problem.
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"Listen Your Way To Sales Success"by Kelley Robertson
We often get caught up in "telling" our customers what we do and don't listen to what they need -- missing out on a lot of info about how to close the sale.
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"Marketing Pitfalls That Prohibit Success"by Kristine Evenson
Your customer's uncertainty about purchasing your services may have less to do with the value you provide -- and more to do with the way you present yourself.
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"Overcome Objections And Close The Sale"by John Boe
This article provides a simple yet effective 4-step process for working through any possible objection that your customer might have to purchasing your services.
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"Selling The Dr. Seuss Way"by Kelley Robertson
A whimsical yet practical look at overcoming customer objections, based on the persistent main character in the story "Green Eggs And Ham" by Dr. Seuss!
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"Solution Selling"by Greg Evershed
Here are some tips for solution selling -- obtaining and maintaining agreement with your customer, every step of the sales process. Try it with your next client.
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"The Damaging Admission"by Matthew Cobb
Rather than pretending your product is perfect for everyone, a "damaging admission" can be a great way to overcome an objection before it is even raised.
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"The Last-Ditch Sales Pitch"by Heather Riemer
You always have an opportunity for one last attempt once a customer says "no" -- find out how to turn your last pitch into a winner and turn that prospect into a client.
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