Sales Made Simple™
Complete Series

What’s Your Strategy for Handling the Toughest Sales Objections?

Closing deals isn’t just about having a great product—it's about mastering the art of communication, strategy, and timing. Whether you’re struggling to get past gatekeepers, losing out to lower-cost competitors, or finding it difficult to push a prospect over the finish line, your success hinges on how well you can adapt and respond in the moment.

Sales Made Simple™ is designed to equip you with practical, actionable strategies that address the real challenges sales professionals face. Through targeted scenarios and expert insights, this comprehensive training program will help you refine your approach, sharpen your skills, and increase your close ratio. Perfect for sales teams looking to gain a competitive edge, the program is your go-to resource for turning obstacles into opportunities and consistently achieving your sales goals.

How can I improve my close ratio when competing with a rival who offers lower prices?

Use recent case histories that showcase the superior results of your service over the competitor's low prices. Highlight the risks of choosing lower prices over better service. If you lack case histories, quickly develop some from satisfied customers who had negative experiences with the low-cost competitor.

How to get my close ratio up?

Summary: This video recommends leveraging several approaches to demonstrate the value of your service compared to competitors' lower prices. It also advises emphasizing the risks associated with cheaper alternatives and collecting feedback from customers who experienced problems with low-cost options.

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How do I know I’ve developed the right message?

Developing the right message or value proposition involves identifying and confirming the prospect’s priorities and matching the features and advantages of the product or service to those priorities.

Have I developed the right message?

Summary: This video covers crafting tailored messages for various audiences by identifying the prospect’s priorities and aligning your product’s features and benefits with them. The aim is to develop a value proposition that addresses the prospect's organizational, departmental, and personal priorities.

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How to stabilize the account after a mistake made by the service department?

Quickly secure stakeholder support, highlight your contributions, differentiate your products, show the risks of change, and reaffirm your commitment to the partnership.

Our department made a mistake...

Summary: A service department made a mistake with the new purchasing manager, leading them to consider going out for bid. The mistake was fixed quickly and correctly, but the purchasing manager remains determined to seek other options.

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Scenarios Covered

Bypassing Voicemail Systems
Competing Against Low-Cost Competitors
Tailoring Sales Messages
Overcoming Cold Calling Fears
Moving Stalled Deals Forward
Avoiding Time Wasted on Non-Viable Prospects
Stabilizing Accounts After Mistakes
Handling Indecisive Decision-Makers
Navigating Gatekeepers
Preventing Bid Losses
Understanding Trial Closes
Addressing Price Objections
Leveraging Internal Referrals
Overcoming Appointment No-Shows
Motivating Indecisive Buyers
Handling Gatekeepers with Influence
Preventing Information Leakage to Competitors

Key Benefits for Trainees

Improved Sales Techniques: Gain practical strategies to connect with decision-makers, overcome objections, and close deals more effectively.
Increased Confidence in Cold Calling: Learn methods to reduce anxiety and improve success rates in cold calling.
Improved Close Ratios: Utilize case studies and testimonials to boost your ability to close sales, even against lower-priced competitors.
Effective Message Crafting: Master the art of tailoring your sales message to resonate with different stakeholders' priorities.
Stronger Relationship Management: Develop skills to stabilize and grow accounts, even after service errors or competitive threats.
Time Management: Learn how to quickly identify and focus on high-potential prospects, avoiding wasted time on non-viable leads.
Problem-Solving in Complex Sales: Acquire techniques to navigate and resolve challenging sales situations, from handling gatekeepers to motivating indecisive buyers.

Competencies Covered

Prospect Identification: Mastering the art of targeting the right decision-makers while effectively navigating gatekeepers.
Objection Handling: Developing strategies to counter objections, especially when faced with lower-priced competitors.
Sales Messaging: Crafting persuasive, tailored messages that resonate with the prospect's specific priorities and needs.
Closing Techniques: Learning advanced closing strategies, including the use of trial closes, to boost conversion rates.
Relationship Building: Strengthening relationships with key stakeholders to ensure long-term business success.
Negotiation Skills: Managing price negotiations while maintaining service levels and emphasizing value.
Presentation Skills: Delivering compelling group presentations that influence decision-making and drive sales forward.

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Frequently Asked Questions

What should I do if I can't get past a voicemail system?

Use online resources like LinkedIn or company websites to find direct contacts, or ask to be transferred to less obvious departments to gather information and build rapport.

How can I ensure I’m talking to the right decision-maker without upsetting the gatekeeper?

Start by speaking with someone in a non-critical department to gain insight into the purchasing process and identify the key decision-makers.

How can I retain a customer who is tempted by a competitor’s lower price?

Emphasize the risks associated with switching to a lower-cost competitor by sharing case histories and reminding them of the consistent quality of your service.

How do I tailor my sales message to different decision-makers?

Identify the specific priorities of each stakeholder and match your product’s features to those needs to create a compelling value proposition.

What should I do if my close ratio is low compared to my competitors?

Use testimonials and case histories to highlight the bottom-line impact of your superior service, and address the risks of choosing a lower-priced alternative.

How can I overcome my fear of cold calling?

Improve your call preparation, start by talking to non-decision-makers to ease into the conversation, and focus on gathering information to make your next call more effective.

What’s the best way to handle a decision-maker who is delaying the purchase?

Organize a group presentation, such as a lunch and learn, to get all key players together and create pressure for a decision.

How do I stabilize an account when the customer is considering going out to bid?

Quickly rally support from key stakeholders, arrange a meeting with the decision-maker, and highlight the value and risks of changing vendors.

How can I revive interest in a potential sale that’s dragging on?

Keep engaging with key stakeholders, send handwritten notes with supporting materials, and encourage them to advocate for you to the decision-maker.

What should I do if my manager asks me to use sales tactics I’m uncomfortable with?

Have an open conversation with your manager, explaining your discomfort, and suggest alternative tactics that align better with your style.

How can I handle a situation where my contact isn’t the decision-maker but insists on being the primary point of contact?

Involve your manager to make a courtesy call to the actual decision-maker, opening the door for you without alienating your current contact.

How do I address a customer’s claim that price is the sole reason for switching vendors?

Use a mini-commitment tactic by asking if they would stay if the prices were equal, then explore the real reasons behind their decision if they hesitate.

How do I handle a prospect who frequently cancels meetings?

Confirm appointments in advance, be prepared to leave a personalized note with proof sources, and engage other stakeholders to maintain momentum in the sales process.

What if I don't have a training program for sales improvement in place?

Here are some of the risks that may arise:

Missed Sales Opportunities: You might struggle to identify and engage key decision-makers, leading to lost sales.
Reduced Close Ratio: Without mastering advanced techniques, your ability to close deals could decline, impacting your overall sales performance.
Ineffective Messaging: You may fail to tailor your sales message to different stakeholders, resulting in less persuasive pitches.
Increased Competitor Threat: Lacking strategies to counter low-cost competitors, you risk losing customers who are tempted by cheaper alternatives.
Damaged Customer Relationships: Inadequate handling of objections or pricing concerns could erode trust and loyalty, driving clients to switch vendors.
Lower Confidence in Cold Calling: Without proper training, your fear or discomfort with cold calling could persist, reducing your prospecting effectiveness.
Difficulty Handling Complex Sales Scenarios: You might struggle to navigate intricate sales situations, leading to longer sales cycles and frustrated clients.