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Eliminating Objections to Increase Sales

ELIMINATING OBJECTIONS TO INCREASE SALES By Charlie Cook

You want to increase the flow of sales revenue, but you
are
stymied by prospects' seemingly endless objections.
Prospects say they're not interested. They tell you your
price is too high, or this isn't the right time. You've
heard all the objections. What can you do to get rid of
these once and for all?

Engineering Your Marketing
When I was seven one of my favorite ways to spend a hot
summer day with my friends was playing a backyard game we
called "waterworks".

We'd use a trowel to construct channels in the dirt, put
the hose at one end and watch the water flow. If we wanted
the water to go straight, we'd remove rocks and debris to
clear a path. We became sophisticated engineers, guiding
water around corners and across short aqueducts. We felt
like masters of the universe, directing the water where we
wanted it to go. (You can bet my mother loved seeing us
come into the house at the end of the day.)

Plan your marketing to take charge of increasing your
sales. Your marketing can lead prospects to your products
and services the way my friends and I engineered our
waterworks; by making clear paths and removing obstacles.
Channel your prospects' attention and interests and
eliminate objections. Below are the four most common
objections and ways to eliminate them.

Lack of Interest
Prospects need to understand what you do before they can
become interested in what you have to offer. It is that
simple. If you're marketing yourself as a lawyer, coach,
accountant or fitness center, you're not telling people
why
they should be interested. To capture their interest,
explain the problems you solve from their perspective.

Lack of Leads
You want people to email you, call you or go to your web
site to buy your products and services. But first you have
to motivate them to contact you so you can market to them.

Once


you have their attention, use your conversation, your
emails and your web site to ask them what they want and
need.

Lack of Credibility
You want prospects to see you as the expert; the person
and
the firm that has the products and services they can rely
on. One of the biggest challenges to attracting new
clients
is gaining their trust and being seen as the essential
expert. Use your articles, ezine, and web site to
demonstrate your expertise. Use testimonials from clients
to tell prospects about the results you and your products
have achieved.

Pricing Objections
Whether it is a $25 subscription or a $50,000 consulting
fee, prospects object to price when they don't understand
the value of the purchase. Establish a set of questions
you
can use to help prospects define what they want and what
you are providing. When price is put in context, it
becomes
much less of an obstacle.

Still not converting as many prospects to clients as you'd
like? Use questions to find out more about what they want,
and what their concerns are. Then address each of these
objections up front and remove them as potential sales
killers.

Think of your target market as a reservoir of water
waiting
to be tapped. If you eliminate the barriers between them
and you, you could send a steady stream of new clients and
customers your way. N0w, don't just imagine it, do it.
Start eliminating your prospects' objections and create a
clear path for them to become clients and customers. Help
your prospects get what they want and you'll get what you
want, more clients.
-
2004 © In Mind Communications, LLC. All rights reserved.

About the Author

The author, Charlie Cook, helps service professionals and
small business owners attract more clients and be more
successful. Sign up for the Free Marketing Plan eBook, '7
Steps to get more clients and grow your business'
at http://www.marketingforsuccess.com

 

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Browser based email list management, ezine hosting, and campaign software. Keep in constant contact with clients and potential customers.
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Monthly magazine with reviews, articles, and discussion forums.
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Welcome To Ezine.Com! Welcome Page For Ezine.Com ezine online magazine electronic magazine zine e-zine ezines eziner ezining.
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  • how to promote your business a 10 step guide for beginners

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  • how to properly use ezine advertising conclusion

  • how to properly use ezine advertising part one

  • how to properly use ezine advertising part three

  • how to properly use ezine advertising part two

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  • how to use your google api key as your secret weapon part two

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  • hunting for niches

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  • importance of marketing offline

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  • industry pro interview insider secrets to building your pr campaign

  • industry pro interview marketing beyond the basics

  • inner directed marketing a new way to prosper in tough times

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  • insurance and financial services sales tactics

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  • internet 101 hitch your wagon to a star for internet success

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  • internet marketing is confusing isnt it

  • internet marketing i dont know everything neither do you

  • internet marketing or whats that you say

  • internet marketing requires lots of patience

  • internet marketing strategy the advertising co op

  • internet marketing success requires a business plan part ii

  • internet marketing success the easy way

  • internet promotion ezines

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  • interviews one of the easiest products to create

  • interviews with successful ezine publishers david geer

  • interviews with successful ezine publishers eva browne paterson

  • interviews with successful ezine publishers james mcewen

  • interviews with successful ezine publishers jan tallent dandridge

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  • interviews with successful ezine publishers paul becker

  • interviews with successful ezine publishers renee kennedy

  • interviews with successful ezine publishers thomas olin

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  • interview with an ezine marketing pro alexandria k brown

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  • interview with michael murray autoresponder basics

  • introduce to pluginnetproefit com marketing strategies that empower success course

  • introduction to autoresponders

  • is a home business right for you

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  • i want to do an ezine part 1 what is an ezine

  • i want to do an ezine part 2 how do i start

  • i want to do an ezine part 3 what is content

  • i want to do an ezine part 4 how do i promote

  • i want to do an ezine part 5 more promoting

  • johnny appleseed a lesson in sowing and reaping

  • joint ventures your path to success

  • joint venture 101 the quickest way to build your ebusiness

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  • mini persuaders six steps to successful classified ads

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  • most commonly asked questions about ezine publishing

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  • my cybernet life story the life and trials of an internet junkie

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  • networked markets are democratic structured markets are republican

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  • newbies guide to writing and submitting ezine articles

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  • nine power words to punch up your ads

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  • offline marketing part 1 drawings

  • offline promotion 45 places your url should be seen or heard

  • offline promotion matters too

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  • on your honor 3 steps to building the e trust factor

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  • opt in email and ezine advertising still more effective than rss blogs and ppc

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  • part 1 easy steps to creating your very own ezine

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  • payment processing basics

  • pay per click fraud exposed

  • pay per click search engines get the most bang for your buck

  • personalizing your emails an amazing technique that doubles your click throughs and profits

  • personal profile of the week bob osgoodby

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  • politicians are like car sales people

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  • postcards with an edge 7 ways to use postcards in your marketing campaign

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