Do you prickle at the thought of prospects saying no? Do you get uncomfortable when they share their list of concerns? Or do you get the adrenaline rush that says, “They’re interested…this is a hot one?”
If you identify more with the former, you’re looking at it wrong. Objections are the best possible tool for salespeople because the sale begins when the customer says no.
The top one percent of sales professionals consider themselves leaders in their prospects’ quest for a solution, and as such, they love conflict. They want to bring up concerns so that they have something to advise.
Here’s to earning what you’re worth!
JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.
FORREST PERFORMANCE GROUP specializes in corporate training programs, leadership training programs, and sales training programs. Forrest PG’s competitive distinction is its belief that true change starts at the top, occurs from the inside out, and requires long-term coaching, rather than short term training. Too many organizations are short-sighted regarding training and they only provide one-day events to entertain sales pros and give them a short-term boost in energy or motivation. One-day events are valuable as a jump start, but complete training programs provide increased sales, measurable ROI, tangible sales tools, and accountability.