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Member You - Overcoming Objections When Selling Your Cleaning Service
Think age diversity doesn’t affect your workplace? Before you respond, read the following situations and highlight those that you’ve observed in your organization:·Baby Boomers who insist on calling meetings for everything. ·Gen X’ers who appear to only be in it for themselves. ·Younger workers who assume that if you don’t have an I-pod you are computer illiterate. ·Seasoned employees who keep reminding everyone the way things used to be. ·Younger managers struggling to gain the respect of older workers who are subordinates.If you checked off more than one box then your organization is among the many facing intergenerational workplace issues. Some companies actually believe these issues will go away on their own. They o
*After rehearsing your presentation, try role-playing with a colleague, friend or family member.
*Try out your presentation on prospects. Make any needed revisions and track what works and what doe
In a world where job security is no longer guaranteed many people are now realizing how important it is to have an up to date resume. Gone are the days where you work for one employer for 30 years, now it’s a dog eat dog world and at anytime, anyone of us could find ourselves out on the street looking for work. As an employer I realize just how difficult it can be to keep your employees job safe in such an uncertain world when you can have a customer go broke and not pay you hundreds of thousands of dollars. None of us are really safe, even employers can find themselves looking for a job.Nevertheless one of the key things that I say to all of my team is that you must take every opportunity that is presented to you. For example, if
*Your presentation was weak and didn't fully answer their questions
*You didn't establish trust or credibility
*You didn't establish need
*You didn't completely qualify the buyer (you didn't do enough research on this prospective customer)
Why do so many people struggle with handling objections and why are there so many objections to overcome in the first place?
*Lack of product knowledge
*Lack of sales training and techniques
*Lack of self-confidence
*Not prepared, didn't practice
The best way to overcome objections is to prevent them from coming up in the first place.
*Make a list of every possible objection you can think of. Think about past sales calls you've made and write down the objections you've received.
*Write down your responses to your list of objections.
*Incorporate your answers into your presentation so you've answered the objections before your prospect has a chance to bring it up.
*After rehearsing your presentation, try role-playing with a colleague, friend or family member.
*Try out your presentation on prospects. Make any needed revisions and track what works and what does
In today’s constantly changing job market more and more well educated people with a wealth of experience are being laid off. Many of them try to find other jobs but with little or no success. Because of this many people are deciding to parlay their experience and know-how into a small consulting practice.It sounds, easy, fun and exciting. You would be your own boss, making all the decisions. You would go wherever you wanted, whenever you choose. You would pick your clients and get paid handsomely for your expertise and interpersonal skills.But being an independent business consultant is more than just being a well-paid business advisor. You must also be an entrepreneur. You have to know how to manage a business, keeping control over the deta
*You didn't establish trust or credibility
*You didn't establish need
*You didn't completely qualify the buyer (you didn't do enough research on this prospective customer)
Why do so many people struggle with handling objections and why are there so many objections to overcome in the first place?
*Lack of product knowledge
*Lack of sales training and techniques
*Lack of self-confidence
*Not prepared, didn't practice
The best way to overcome objections is to prevent them from coming up in the first place.
*Make a list of every possible objection you can think of. Think about past sales calls you've made and write down the objections you've received.
*Write down your responses to your list of objections.
*Incorporate your answers into your presentation so you've answered the objections before your prospect has a chance to bring it up.
*After rehearsing your presentation, try role-playing with a colleague, friend or family member.
*Try out your presentation on prospects. Make any needed revisions and track what works and what doe
As attractive as it may seem – even glamorous, perhaps – being a Consultant takes work. It’s a job. It can also be a business, a career, even a profession, depending on the attitude with which you approach the effort. And, yes, becoming a Consultant does take effort. Make no mistake about that.What do you need to start? Something you’re good at, obviously. Well, not just “good,” but as one of my college students once put it, you have to be “gooder” than everyone else. Can you believe a college student saying that? He did. Anyway, to put it in more acceptable terms, you have to have some knowledge, skill or talent – some ability – that’s more than, greater than, better than most others in your field.You can’t be just “an expert.”
*Lack of product knowledge
*Lack of sales training and techniques
*Lack of self-confidence
*Not prepared, didn't practice
The best way to overcome objections is to prevent them from coming up in the first place.
*Make a list of every possible objection you can think of. Think about past sales calls you've made and write down the objections you've received.
*Write down your responses to your list of objections.
*Incorporate your answers into your presentation so you've answered the objections before your prospect has a chance to bring it up.
*After rehearsing your presentation, try role-playing with a colleague, friend or family member.
*Try out your presentation on prospects. Make any needed revisions and track what works and what doe
Most successfully businesses use one or more 3rd party payment processing services to process their credit card orders on Internet, since this doesn't require to obtain a direct merchant account or to setup expensive ssl certificates. The 3rd party payment processing services handles payment by credit card (and usually can handle checks and other forms of payment as well), and sends the seller a monthly (typically) check or wire transfer, minus various processing fees, which vary from service to service.These 3rd party payment processing solutions give the seller a link to a secure webpage where they can redirect their customers to, for completing the order. While the method has many benefits, it also has disadvantages.Below I would lik
*Make a list of every possible objection you can think of. Think about past sales calls you've made and write down the objections you've received.
*Write down your responses to your list of objections.
*Incorporate your answers into your presentation so you've answered the objections before your prospect has a chance to bring it up.
*After rehearsing your presentation, try role-playing with a colleague, friend or family member.
*Try out your presentation on prospects. Make any needed revisions and track what works and what doe
One of the things that a franchisor has to offer a potential franchisee is their brand name. A strong brand name means the built-in potential customers for the franchisee and his franchise outlet. Each franchisor must stipulate how their trademarks and proprietary information within the confidential operations manual will be used during the term of the franchise. It is far better in my opinion to be upfront with this issue into address it in the franchise agreement prior to the signing or exchanging of any monies for the franchise business. It is for this reason that I developed a clause to put into our franchise agreement, which was a little different than most other franchisors. Below is a copy of that clause;3.11.1 Proprietary RightsF
*After rehearsing your presentation, try role-playing with a colleague, friend or family member.
*Try out your presentation on prospects. Make any needed revisions and track what works and what doesn't.
You might want to incorporate some of the following into your presentation:
*Use real-life stories of similar situations. For example, if you had another customer that made the purchase despite having the same objection, use that example in your presentation.
*Use testimonials. Perhaps you had a customer that had a price objection initially, and then later realized that he actually ended up saving money. Prospects might not believe it when you tell them the story yourself, but if you have a written testimonial from someone else, it's much more powerful.
*Offer a comparison chart - your service versus the competition.
*Use phrases like, "Our experience has shown..."
*Use a phrase like, "Our existing customers had similar concerns, so in response to their concerns, here's what we did..."
Cleaning companies often find themselves having to overcome price objections. The important thing to remember is to discuss the value you provide to the customer before you start talking about price. This is why we stress talking about benefits rather than features. Benefits show value, and people are
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