1. I’m not interested.  Create interest by telling a short anecdote of how someone else benefited her home/work/play by using your product.
2. I don’t  have enough money.  Quickly recount how using this product saves money in the long run by  improving the client’s health, saving  his time, or increasing his influence.  State dollar examples of savings gained.
3. I don’t need it.  Be alert to the needs of the customer.  Don’t try to push more on the customer than she needs.  Does she need more space, more time, better methods, or just the basics?
4.  It’s too much hassle to set it up (such as a new phone, exercise equipment). Offer to set it up for him, according to your company’s regulations.  
5. My old one is good enough.  Make sure your client has product knowledge. Teach her the new features as you promote the latest device or service.  Discount it. 
6. Another company has a better offer.  Don’t say “no” to the customer.  Provide an in-store coupon, a sample, a gas card, service, delivery, or warranty.  Give people what they want.
7. I can’t decide.  How to handle objections involves eliminating excess information.  Narrow down the decision to two or three options and focus on the best selling point of each.  Offer your personal preference, if the client asks.
8. I’ll think about it.  Don’t let the client leave without providing specific facts and figures with which he can compare.  Tell him what day and time you will personally be available to discuss it again.
9. It’s not exactly what I want. If you are going to make a sale, you must know how to handle objections like this one. If it is not in stock, order the closest approximation to your client’s need. 
10. It’s just not for me. Show proof that having your product gives your customer greater advantage, potential, and possibilities than not having it.  Be honest, but do what it takes in devising how to handle objections.  Let your client know that you will make it happen for her.

10 Ways to Handle Objections Effectively is a post from: The Science and Art of Selling by Alen Mayer

• You can practice reading from it before you call to help you sound more knowledgeable, professional, and in control
• The script contains a list of common objections, with suggested responses
• Reviewing the script will allow you to become more familiar with your product/service

However, there are a few disadvantages of using a script:

•  It may sound like you are reading from a script and just going through the motions. This is often done with no passion whatsoever, and many potential customers will pick up on this immediately
• Many people who are forced to listen to a script reading will feel like their intelligence is being insulted, and may also feel like they are not being addressed personally – but instead are being treated like a number, rather than a person
• Many new cold callers will read through the script too quickly, and consequently fail to pick up any responses from the listener…until the line disconnects
• Scripts are often filled with cliches such as “Congratulations! You have been selected…” or some phoney sounding story such as “you won’t believe this, but our warehouse has just been damaged, and we are getting rid of out inventory at unbelievably cheap prices, so this is your lucky day” or “put your buying hat on, and grab your buying pencil” or some other such nonsense.

Therefore, when all things are considered, most successful cold callers use a script – but make it sound like they don’t. This means knowing what you are going to say, and how you will handle objections.

The keys to this are to adapt a conversational tone; don’t rush through your introduction and listen – really listen – to the person you are talking to. At times, this may mean that you will deviate from the script somewhat: but that is okay, as long as you are developing rapport with who you called and a friendly conversation is developing.

Finally, read the script, and if there are words in the script that you normally don’t use, and feel uncomfortable using them, then don’t use them! They will sound phoney and insincere, and may result in losing many sales.  

By keeping these ideas in mind, the script can be a fantastic and useful tool.

Setting Up Your Cold Calling Script is a post from: The Science and Art of Selling by Alen Mayer

When you’re cold calling, your best chance of success is to be self assured, confident, and 100% well versed in what you are selling. If you’re using the word ‘maybe’ in your sales scripts, you run the risk of sounding wishy washy. It either is or isn’t. Pick one.

Don’t

In fact, any negative, when describing your product or service, is a definite no. You want to list the positive attributes – not the negative. So instead of thinking about what you don’t do, can’t offer, or won’t provide, think about what you do, can and will. Then write about those.

Hope

When you tell your client you’re ‘hoping’ for something, you’re not sure, are you? If you’re not sure, then why should they be? Never let a prospect hear that you’re not 100% behind your product, your company or your service, or it’s entirely likely you will lose the sale.

Contract

It may sound innocuous enough, but the word contract conjures up all sorts of unpleasant pictures of lawyers, being ‘tied down’ and other negative thoughts. When you’re writing a new sales script, you want to avoid those negative ideas, so make sure that any words like contract that indicate your prospect will be locked in are on your list of what to avoid when cold calling.

Cheap

We all know people want to pay less for goods and services, but the word cheap just sounds, well, cheap. Think ‘cheap and nasty’ and you have some idea of what’s going through your prospects mind when you say cheap. Stick to ‘cost effective’, ‘value for money’, or ‘highly competitive pricing.’ All of them sound better, and say the same thing, without making your prospect think of badly made, low cost goods or services.

This certainly isn’t a complete list of words to avoid when you are wondering what to avoid when cold calling, but it’s a start. As a general rule of thumb, you should avoid any word that has a negative connotation, even if you use it in a positive way. Consumers tend to hear the negative word, and form a negative connection with your brand, without even realizing it.

Always remember that it’s not only what you say, but how you say it, that determines sales success!

What to avoid when cold calling – part 2 is a post from: The Science and Art of Selling by Alen Mayer

Don’t be afraid to ask questions that will help you understand your customer’s situation. Don’t be afraid of what objections your prospect might bring up. You will actually make your sale much easier with the good fact-finding. You want to uncover your prospects needs and wants even if they don’t realize he or she has them at this point.

Also you will probably hear some negatives from your prospects, and by uncovering those objections you will be able to tailor your presentation to deal with those potential negatives in the most effective way.

A good fact-finding shows that you are concerned about the customer’s needs and you are not like every other sales person who is simply trying to sell the product to him.

 To quote myself from the book Trigger Events, “All needs are easy to understand once they are discovered; the point is to discover them.”

Remember: Fact-finding IS selling.

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Get the book Trigger Events today and start selling to new customers tomorrow!

Fact-Finding Is Your Mission is a post from: The Science and Art of Selling by Alen Mayer

Action Step

In order to create desire for your products, you need to believe in the product itself. Your feelings about the product are easily picked up on by your client. So, if you feel anything less than passionate about what you’re selling, your client will know that straight away. You need to ensure that you’re selling a great quality product or service and let your enthusiasm for that shine through in your presentation. If you love it, creating desire in others will be a piece of cake!

Answer These Questions:

• How could you create desire for the product that you sell?
• Are you enthusiastic about the product that you sell? Would you use it yourself?

*Take a look at these sales jobs from Jobboom, a supporter of this site.

Sales Tip #40: presentation secret is a post from: The Science and Art of Selling by Alen Mayer

Choosing to do your work well is a conscious decision – one that only you can make. Selling can be an incredibly rewarding career but if you show no passion for what you’re doing (no matter what it is that you’re doing) you can never succeed. So, begin by making the conscious choice to excel at your sales career and to be passionate about your success. Your enthusiasm will be easily transferred to your clients and they will be more inclined to hear you out.

By being enthusiastic about your career you will naturally want to be better; learn more; and sell more. Invest in some additional training that will take your career to the next level and you’ll find that your confidence increases ten-fold. With greater confidence, you WILL sell more! Thus begins the cycle of success in selling. Greater enthusiasm; extra training; bigger sales. And it all began with your conscious decision to do your job well. At the end of the day, it IS your choice.

Sales Tip #50: do your sales job well is a post from: The Science and Art of Selling by Alen Mayer

The process of discovery is of paramount importance in your selling career and learning to ask the correct questions is a very necessary skill to acquire. Only when you have discovered what it is that your customers require can you begin to present them with the appropriate solution. Cold-calling can become a thing of the past if you become adept at learning as much as possible about your potential customers (before you call them). With this pre-knowledge in hand, you can be way more confident when approaching your client. You’ll also be better equipped to ask the best, most pertinent types of questions that will give you the necessary information to assist you in presenting the best possible solution.

By knowing your client, you’ll know what kind of questions to ask. Instead of coming across as a salesperson who is simply taking a swing at getting the sale, you present yourself as knowledgeable and as having an understanding of your client’s business. This already puts you in a far more superior position than those salespeople who will go in blindly.

Take the time to learn about your client; listen to his needs; and ask the best questions. This will help to fast-track your sales career as you continue to perfect your sales skills.

Sales Tip #31: ask more questions is a post from: The Science and Art of Selling by Alen Mayer

Try to demonstrate a willingness to support your customers in growing their companies and fulfilling their business needs and desires. This attitude will go a long way in gaining their returned support and their appreciation for your expertise and advice. They will soon realize that they can rely on you for excellent input and will value your efforts.

By taking the customer’s point of view, you will automatically think from their perspective, making decisions that will benefit the business and add value to their bottom line. There are very few customers who can say “no” to that kind of service!

Sales Tip #70: help the customers achieve their goals is a post from: The Science and Art of Selling by Alen Mayer

www.youtube.com/watch?v=_Xcuv3uzWgU

Video: Daily Sales Tip #21 is a post from: The Science and Art of Selling by Alen Mayer

Action Step:

Ensure that you are able to identify the causes of various objections. This way you will be well-positioned to educate your customers when they don’t fully appreciate the product that you’re selling. A lack of understanding on the client’s part will put an end to any further negotiations regarding the sale. Clear up any misunderstandings before proceeding with your presentation.

Answer These Questions:

• Do you listen carefully to the objections made by your customers or do you simply bypass them and continue with your presentation?
• Are you easily able to identify the causes behind the various objections made by your customers?
• Are you adept at stopping to take care of your customer’s objections and clearing up any issues before continuing with the sales talk?

Sales Tip #12: Educate your customers is a post from: The Science and Art of Selling by Alen Mayer