Sales Tip: Identifying the Real Objection

When customers say they want to "think over" their buying decision, it's often safe to assume that they have an objection they're not sharing.

Asking "What do you want to think over?" can seem intimidating, and probably won't help you uncover the real problem. Instead, ask, "Is it a question of price?" Then quietly wait for a response.

By guessing a specific objection, you'll encourage prospects to correct you by stating their true concern. If your suggestion is correct, you probably found out what's making your buyer hesitate. You might be surprised at how much this strategy improves your closing ratio.

Seven Actions to Control Your Sales Success

Have you planned how you're going to make successful sales? If you haven't, it isn't too late -- but you're already behind the eight ball. Here are 7 actions you must take and take now if you want to control your own destiny:

1. Flush Out All of the Tail-Chasing "Prospects" in Your System.
We all have "prospects" in our pipeline that take up time and energy but that we know in our hearts will never buy. Get them out of your system now. Don't spend any more of your precious time on them. Concentrate on real prospects, not the "hope someday." Vow not to spend any more time chasing your tail.

2. Get Organized.
Most of us spend as much or more time "organizing" each day as we do working. Take a day or two and get yourself organized and then 30 minutes each evening getting ready for the next day. Don't waste time "getting ready" to sell.

3. Know Who a Real Prospect Is.
If you haven't already defined your ideal prospect(s) in detail, do so now. Many salespeople waste a great deal of time chasing unqualified prospects because they haven't taken the time to define for themselves exactly who their real prospects are.

4. Focus Only on Real Prospects.
Even many who have defined in-detail who their real prospects are, find themselves chasing after those who don't qualify. Commit yourself to staying on track. Defining your prospect doesn't do any good if you allow yourself to wander.

5. Eliminate the Success-Killing Busy Work.
If what you do isn't directly involved with finding qualified prospects, making sales presentations and closing sales, or getting a sale completed, it's busy work. Busy work may make you feel like you're accomplishing something but it isn't making you a dime. If it doesn't make you money, don't do it.

6. Learn to Generate Referrals.
Referrals are the best, most cost-effective prospecting and marketing method there is. Nothing can beat referrals in terms of ROI, close ratio, and client loyalty. Yet, few salespeople generate many quality referrals. Less than 15% of all salespeople generate enough quality referrals to impact their business. Learn the process that really generates a large number of high-quality referrals and turn your clients into your marketing platform.

7. Create a Consistent Client Communication Campaign.
If you don't already have a consistent communication campaign for your clients and prospects, create one now. You should be touching each of your clients and long-term prospects 12 to 16 times a year. Use a combination of media, and make sure each of your communications brings value to your client. The key question to ask yourself before making any contact is "does this benefit the client or only me?" If it doesn't benefit the client, don't send it or don't call. Never waste your client's time.

Time is short. But implementing these 7 "musts" will get your sales on track.

Broadcast Networks remain tops in "Must Keep TV"

ABC leads all networks viewers cannot live without.

ABC, CBS, FOX and NBC continue their grip on the top four positions on the list of top 10 TV brands that American consumers consider “Must Keep TV,” according to an annual survey by Solutions Research Group (SRG). It was a close race for number one, with ABC posting just a slight lead over CBS overall in the latest survey of 1,400 American consumers age 12+ in Spring 2013.

The next five in the rankings are cable networks, with ESPN once again the top cable brand for American viewers and holding the number five spot overall for the fifth year in a row. There has been some shifting
in the ranks, though, with History moving up to sixth place, eclipsing seventh place Discovery for the first time as the top non-sports cable brand since 2007. HBO has rejoined the top 10 at number eight after two years outside the top echelon. USA is number nine, rounding out the cable top five. The final spot in the survey’s top 10 goes to another broadcast network, albeit a non-commercial one, PBS.

While the broadcast Big Four still top the list, SRG notes that fewer survey respondents list ABC, CBS, FOX or NBC as a network they can’t do without. Only 75% had one of the four on their “must keep” list this year. That’s down from the peak of 83% when Toronto-based SRG did its first U.S. survey in 2007.

Outside the top 10, SRG noted upward movement by A&E, climbing to #11 from #16 last year thanks to hits like Duck Dynasty and Storage Wars. AMC, home to The Walking Dead and Mad Men, shot up to #18 from #33. “HGTV is another cable brand to watch. It showed increases across all key demos,” said SRG. MTV, meanwhile, dropped out of the Top 20.