Mastering Influential Sales Methods

There are five top fears of sales professionals: rejection, objection, change, talking on the phone, and inquiring. However, fear typically comes from the uncertainty of what is to come. The [best] way to combat that fear is to prepare for all scenarios. Rejection, objection, change, talking on the phone, and inquiring are all integral to the sales process. With practice, you can master influential sales methods that will have you closing sales in no time.

Rejection. Rejection in any facet of life can be difficult to take. However, in the world of sales, rejection is part of the norm. The best way to get over the fear of rejection is to accept that it is part of the process and to not take it personally. Sales is a sector that presents an alternative solution to an existing solution. Balancing persuasion (i.e., pushing without offending) and respect (i.e., knowing when to accept “no”) is the true testament to effective sales. Perhaps practicing rejections with your sales team can assist you in developing advanced techniques and generally coping with rejection.

Objection. In sales, there are always going to be objections to something your product or service offers. The best way to address fear of objection is thoroughly learning and understanding your company’s products and/or services, as well as exploring what sets you apart from competitors in your industry. This can assist you when a potential customer objects, “Your services are too expensive.” With your knowledge of your services, you can list out reasons that justify the price tag. For example, stating that while a competitor’s prices may be lower, your service offers guaranteed satisfaction (i.e., a lifetime warranty, a specific timeframe for money back guarantee, etc.).

Change. Change is inevitable. However, one way to prepare for changes is staying up to date with potential changes in your industry. Leaning on local, state, and/or federal organizations that have the latest industry trends, legal updates, and other related industry news are great sources for change preparation. Another approach you could take is trying new things outside your comfort zone. For example, in an email campaign, you might be used to implementing a personalized subject line. Instead, try using an urgent subject line for one of your email campaigns. You might surprise yourself with the results. This can ease you into the idea of change and open you to new opportunities along the way.

Talking on the phone. Some salespeople find more comfort in crafting that perfect email to a prospect. But sometimes, prospects would rather talk to a real person that communicate with a seemingly automated email message. To boost your phone confidence, try scheduling phone calls. Perhaps you can reach out to a lead through an email to set up a time to discuss what you have to offer. This gives you time to prepare what to say, gather supporting materials, and go through potential questions the prospect might ask. Another method is to practice on a friend, significant other, or stranger. Having an unbiased perspective can open the door to honest feedback from real people (and essentially could be prospects).

Inquiring. Sometimes salespeople need to go out on a limb and just ask for the sale. If you’ve addressed all the prospect’s objections and a solution for whatever issue they might have, there’s no need for delaying or drawing out the question. Confidently ask for the sale. The worst they can say is “no,” and that doesn’t necessarily mean the sale is lost. It can open the door for honest feedback (i.e., asking the prospect what is making them hesitate to closing the sale).

Sales is no easy feat, but with the right perspective and addressing the common fears can allow you to leverage your knowledge to close the sale. If you’re looking for some help, contact Insured Solutions. We offer PEO services to assist you with all HR needs. Let us pitch to you all that we can offer to assist your business.





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