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    From No to No Problem!: Your Objections Handling Guide
    From No to No Problem!: Your Objections Handling Guide
    From No to No Problem!: Your Objections Handling Guide
    Ebook82 pages1 hour

    From No to No Problem!: Your Objections Handling Guide

    By Kevin Foo

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    About this ebook

    This book is a follow up from the 1st book: "What your sales manager never teach you." The book will provide a step by step objection handling process and methodology. As a bonus, this a book includes the commonly made mistakes by salespeople and tips for both effective telephone prospecting and fact finding process that helps you convert prospects into sales.
    LanguageEnglish
    PublisherBookBaby
    Release dateJan 11, 2016
    ISBN9789810957421
    From No to No Problem!: Your Objections Handling Guide

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      Book preview

      From No to No Problem! - Kevin Foo

      partnership.

      INTRODUCTION

      "No!"

      You have one of the toughest jobs in the market today and in the future. Selling is never easy. However, I am here to make it simpler for you. I still remember vividly what my sales manager told me on my first day as financial services professional:

      "Your job is simple. Go and find 99 people who said No to you, so that you know who is the one who wanted to say Yes!"

      Now, 14 years later, I am still selling.

      For a salesperson, the word no comes in all shapes, sizes, tones, and nuances. The no that happens in the sales process is the bane of all those who are in the world of sales and selling. And yet, the yes’s never materialize unless the no’s lead the way. The no’s come with the territory, so to speak. But it’s how a salesperson deals with the no’s – the rejections, the resistance, the brick walls, the setbacks – that make all the difference in the long run.

      And that’s what this book is about. This book can be used as a guidebook in how to turn the no’s around, how to move that potential client into a mindset where instead he’s saying one of these:

      No problem. I’d like to work with your company.

      No problem. The plan you’ve outlined sounds perfect for me.

      No problem. Let’s get moving on this right away.

      No problem. Where do I sign?

      You get the picture.

      The resistance has been eliminated. The brick walls are down. The setbacks are overcome. Sounds great. But how can this happen? How can it happen for you and your profession?

      My extensive career in sales has taught me many things, one of the more notable of which is the ability to take responses of no and transform them into no problem. It’s not because I hold some special power. It’s not that I’m smarter than anyone else in the sales profession. It’s that I’ve learnt several principles that have helped me deal with rejection, some of which I call ‘preventive principles’. In other words, there are attitudes, processes, and systems that, when put in place and activated, can prevent the rejections from coming in the first place.

      Some of the tools that you will be introduced to in this book can help you to deal with the actual no when it comes. Other tools are designed to be used long before the first phone call is placed, and long before the presentation is made. These are preventive tools (such as learning how to deal with the fear of rejection).

      If this sounds like information you’d like to have stored away in your sales toolbox, then let’s begin this journey together. Welcome aboard.

      chapter 1

      MISTAKE 1

      FEAR OF REJECTION

      Is the fear of rejection creating a stumbling block for you as you work through the sales process? Is this fear keeping you from achieving the success that you want to attain?

      These are questions that only you can answer. Others around you – your sales manager, your trainer, your co-workers – may detect the problem and mention it, but you may still be in denial. Not only are you the only one who can honestly answer the questions, you are the only one who can work through the problem.

      Root Cause

      Here’s a simple way to look at the fear of rejection. The root cause of this fear is a high need for approval. This need for approval holds sway over many thoughts, words, and actions. It ranks right up there in the list of reasons why a salesperson is not excelling in his or her sales performance.

      This need for approval can deter the more risky moves in selling, such as cold calling, appointment setting, refuting objections, and reconnecting with a prospect who has already given a no. Each of these examples calls

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