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AlexanderHancock Associates

Friday, July 17, 2009. Selling: Dealing With Objections. Handling objections is an area where many salespeople panic. It represents conflict and conflict is never pleasant. However, you should realize that an objection is an opportunity to move closer to closing. When a prospect gives you an objection to your product, he/she is demonstrating an interest- actually a fair amount of interest if the objection can be overcome. Dealing with objections head on and straightforwardly will always be the best policy.

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Friday, July 17, 2009. Selling: Dealing With Objections. Handling objections is an area where many salespeople panic. It represents conflict and conflict is never pleasant. However, you should realize that an objection is an opportunity to move closer to closing. When a prospect gives you an objection to your product, he/she is demonstrating an interest- actually a fair amount of interest if the objection can be overcome. Dealing with objections head on and straightforwardly will always be the best policy.

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3 1 comment

4 rudeness doesn't work

5 be genuine

6 no comments

7 surprise them

8 make it free

9 send flowers

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AlexanderHancock Associates | alexanderhancock.blogspot.com Reviews

https://alexanderhancock.blogspot.com

Friday, July 17, 2009. Selling: Dealing With Objections. Handling objections is an area where many salespeople panic. It represents conflict and conflict is never pleasant. However, you should realize that an objection is an opportunity to move closer to closing. When a prospect gives you an objection to your product, he/she is demonstrating an interest- actually a fair amount of interest if the objection can be overcome. Dealing with objections head on and straightforwardly will always be the best policy.

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alexanderhancock.blogspot.com

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AlexanderHancock Associates

http://alexanderhancock.blogspot.com/2009/07/selling-getting-past-gatekeepers.html

Wednesday, July 8, 2009. Selling: Getting Past Gatekeepers. Gatekeepers seem to be the biggest frustration for many sales people. Their sole purpose seems to be to keep you from getting to the prospect- and sometimes that's correct. But there are ways to deal with the situation and here are a few suggestions:. Show The Gatekeeper Respect. To Leave A Message Or Not? Get The Gatekeeper On Your Side. Make An End Run. Whenever you're dealing with gatekeepers, tell the truth, don't be condescending, and don't...

2

AlexanderHancock Associates: Writing Performance Goals--A special type of writing

http://alexanderhancock.blogspot.com/2009/01/writing-performance-goals-special-type.html

Monday, January 12, 2009. Writing Performance Goals- A special type of writing. Goals need to be specificGoals such as "To improve communication with the team" are too vague to even consider. The question to ask is what is it that you want to do? If the goal is to provide a method of communication among team members, then spell that out and spell out exactly when it is to happen. For example, "To install an intranet web page for use by the team by February 1" is a much better goal. Goals need to be time ...

3

AlexanderHancock Associates: Building Winning Teams bySetting Behavioral Expectations

http://alexanderhancock.blogspot.com/2009/02/building-winning-teams-bysetting.html

Monday, February 2, 2009. Building Winning Teams bySetting Behavioral Expectations. What makes for a winning performance? Talent, experience, knowledge, a track record of executing? Yes, all that and more. Coming in to Super Bowl XLIII, the Steelers and the Cardinals had all of that. Employees need to know what the "targets" are before the game starts. Yet in our 30 years experience we’ve met few managers who set clear behavioral targets. "That’s so subjective," managers often say&#46...Your challenge as...

4

AlexanderHancock Associates: Lessons of Leadership

http://alexanderhancock.blogspot.com/2009/01/lessons-of-leadership.html

Monday, January 26, 2009. 1 Thoroughly Know Yourself. Become keenly aware of your strengths and challenges as a leader. Learn your “blind spots” and their impact. Solicit and act on feedback. 2 Build on Strengths, Fix Your Weaknesses. Pro-actively overcome debilitating biases. Develop and maintain your own personal development plan. Actively seek out opportunities to challenge your weaknesses. 3 Master Difficult Conversations. Be able to handle difficult conversations. Get more accomplished through people.

5

AlexanderHancock Associates: Call Reluctance

http://alexanderhancock.blogspot.com/2009/06/call-reluctance.html

Monday, June 1, 2009. Call reluctance can be the death of a potentially good salesperson. It simply means that for whatever reason, you resist making calls. Typically the reason for this is fear of rejection but there may be other issues such as insecurity about product knowledge, intimidation or simple lack of confidence. Make A Game Of It. Call Your Best Customers. Give Yourself A Reason To Call. Is there a new product in your repertoire? Have you heard of a new application recently? Call a prospect, e...

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Friday, July 17, 2009. Selling: Dealing With Objections. Handling objections is an area where many salespeople panic. It represents conflict and conflict is never pleasant. However, you should realize that an objection is an opportunity to move closer to closing. When a prospect gives you an objection to your product, he/she is demonstrating an interest- actually a fair amount of interest if the objection can be overcome. Dealing with objections head on and straightforwardly will always be the best policy.

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Davidson, NC 28036. James E. Kroncke. 10 Key Challenges Survey Form. Developing And Retaining Talented People. Conversations That Ensure Results. Listen To What Our Clients Say. The people at AlexanderHancock display the highest level of professionalism and real drive to help your business improve. They’ve been involved with our company for well over a decade and still want to engage to solve problems for our future. 11 Lessons Of Leadership. Sign Up For Daily Tips. What's next for your business? Of our ...

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