MFCP Message Board
Sales Training Module Nine
Free Sales Webinars in February
I want to think it over!
By Tim Smith
How many of us have heard this in our selling careers? Most salespeople hate hearing that along with “I don’t have any money”, “come back next week” or “nobody reads a free paper”.
When we run into these situations and phrases we think that we are not going to make a sale. That’s entirely the opposite of what we should be thinking. Until we hear an objection we are not even close to making a sale. When a customer hears their little voice inside saying “I want and need this” the next normal emotional response is to come up with an objection. That’s when our job as a salesperson and problem solver really starts.
Until we hear an objection we are strictly a professional visitor. Customers who don’t come up with objections or reasons either aren’t qualified to make a decision or truly don’t have the money to pay for the advertisement. If customers don’t challenge us in one way or another or fight the purchase with at least one objection then they aren’t serious about buying. So when we hear an objection, get excited because now the fun starts and we do have a chance to make a sale. article continued here.
February Training Schedule:
Wednesday February 3rd 8:30am to 9:30am
Wednesday February 24th 8:30am to 9:30am
Both times are Central Standard Time
Participation is easy. Pick the session, the day and the time that fits your schedule, then log on to www.timsmith.glance.net and enter code 0315. We now have a different phone number the NEW number is 1-605-715-4970 and enter 852075 for the audio part. That simple and easy. For the training times and dates please see the Training Schedule.
If you missed any of the first couple of sessions please call Tim at the number below and he will set up a make-up session for you and your staff.
Tim Smith is President of Tim Smith Consulting which is a management and employee training organization located in Allentown, PA. Tim has worked with Community Papers for over nine years doing training for the Regional Associations. Tim has over twenty five years experience in training and development. If you have any questions about the upcoming training please contact Tim at 610-435-0661 or e-mail at timsmith@fast.net.For more industry articles and information from MFCP, check out our Monthly News page.
