There are a few key objections that most prospects will use before they are willing to commit to purchasing. Work on understanding their point of view and ask questions to help your prospect explain their situation, so you can understand their reasons. Ask questions like “can you tell me more about (objection)?”. Through getting good at handling these obstacles, sales can be closed with ease meaning that you are able to close more sales in total. To improve your objection handling techniques, practice these tips regularly:
1. Figure out exactly what types of objections you face.
Whether it is price, authority, need or timeliness, figuring out which objections you routinely face will help you formulate a counterargument.
2. Reframe the objection into an opportunity.
After you have specified your types of objections, work on reframing each of them into an opportunity. For example if your prospect states they do not have the budget to employ your offerings, overcome the price objective by detailing the unique value of your product and giving examples of how your offering can solve a problem for them.
3. Practice overcoming common objections.
After brainstorming the most common objections you encounter, grab a role-play partner and practice working around their concerns to achieve a closed sale. This will help you to confidently address the concerns of your prospect in person.
When initial contact is made with a prospect, they are looking to find out how their businesses (and lives) can be improved by working with you. You can demonstrate your desire to help them by showing genuine interest in their needs. People want to feel like they have an opening to share what they have achieved, their thinking and only finally, their problems. Do not brush off their problems if they are not directly related to your sale. They may not need your help now but if you build a relationship with genuine care and sincerity, you will earn the prospect’s trust and eventually there will be a sales opportunity. You can provide value by doing the following:
1. Ask questions to understand their project requirements. This will help you understand whether your company and offerings can benefit the prospect’s business.
2. Uncover their past experiences. What type of projects have they done before, what products have they used, what has worked and what hasn’t worked? All this information will tell you how to present your offerings.
3. Expose current challenges. Try and find out whether they have any concerns or issues with their current project, as this is an opportunity for you to problem solve and provide value for their time.
4. Listen to their vision. What are they trying to achieve? What is their design intent? What are their anxieties and frustrations? These are all chances for you to jump in with a solution.
Using LeadManager can take you that extra step further in providing value by informing you of what projects are currently underway, past projects your client has worked on and any challenges that have arisen along the way. Click here to find out more about LeadManager.
Decision makers prefer emails to phone calls as it allows them to answer questions when they have empty pockets of time. To ensure that you obtain the highest click through rate in your emails, it is imperative to follow a few rules:
1. Keep all emails brief and concise.
Prospects receive numerous emails every day, many of them superfluous to them. As a result, people are paying less and less attention to irrelevant email content. Just like how a first impression with a customer can make or break a sale, the first visual impression of the length of an email can also be a turn off. Eliminate useless words whenever possible.
2. Consider where your prospect is reading your email.
Think about it, where did you read your email last night? Chances are it wasn’t on your computer. Research has shown that more than 50% of emails are now being read on a mobile device. If your email is too long when opened on their phone, they may never read it again. You only have 8 seconds to make an impact and earn a response. Consider how you would behave in that situation, and make your words count!
3. Put the most important information at the top.
Have you recently read an email word for word, from start to finish? Not really? Yes, that’s what happens with your prospects too. Make sure you get to the point fast, and that your message is straightforward and at the top of the email. If you must use pleasantries, use them at the bottom of the email.
4. Make sure your attachments are no larger than 2MB.
Sending through plans, CAD files and large documents can cause problems for your client. Any larger information should be communicated through a link back to your website or provided in a downloadable form.
For more information about best practices and procedures in contacting your clients, enquire about the Effective Specification Selling course offered by BCI Academy. This course focuses on how to best approach architects and design specifiers in an engaging and informative way.
BCI Media Group’s Matthias Krups (Chief Executive Officer) named regional finalist in the 2016 EY Entrepreneur Of The Year Awards.
BCI is pleased to announce that Matthias Krups has been awarded Australian Regional Finalist for the Eastern Region at the 2016 Entrepreneur Of The Year awards. The awards program recognises entrepreneurs who demonstrate excellence in entrepreneurial spirit, financial performance, innovation, national/ global impact, personal integrity/ influence as well as strategic direction.
Having founded BCI in 1998, Matthias has developed the business to become the pioneering project leads powerhouse in the ASEAN market, transforming the way the region’s construction industry takes its products and services to market. On the back of its market success in Asia, BCI conquered the Australian project leads market, launching a start-up business in 2002 and breaking a 30+ year monopoly in the market.
Click here for a full list of this year’s regional finalists.
About EY Entrepreneur Of The Year
EY Entrepreneur Of The Year™ is the world’s most prestigious business award for entrepreneurs. The unique award makes a difference through the way it encourages entrepreneurial activity among those with potential, and recognises the contribution of people who inspire others with their vision, leadership and achievement. As the first and only truly global award of its kind, EY Entrepreneur Of The Year celebrates those who are building and leading successful, growing and dynamic businesses, recognising them through regional, national and global awards programs in more than 145 cities in more than 60 countries.
Everyone involved in sales knows the importance of making the first call to a prospect. It is essential to focus on how you can provide value to their project and their business, and to do this; you must take their unique situation and requirements into consideration. For this phone call, it can be best to forget about selling! Your aim here is to do nothing more than connect with the prospect, learn about them and get them interested in meeting with you. Follow these guidelines when making phone calls:
1. Be considerate of their time Greet the opposite party warmly, ask how their day is going and relate to what they say in some way. If they seem stressed, suggest calling back when it is convenient for them. Before beginning any business related conversations, make sure you ask if it is a good time for a 2-minute chat.
2. Give a concise introduction Introduce yourself, the name of your company and ask if they are familiar with your offerings. If they are, then you can ask them about the project you are enquiring about. If not, give them a quick outline and share a story of similar businesses and/or clients that have benefitted from your services. It’s important to be project specific in your introduction, state the company that you’re from and the project you are enquiring about.
3. Explain how you can help Explain how you intend to help their current project and business. After which, ask when would be a good time for them to meet up with you for however long you require (give them an amount of time) on a specific date to discuss how your offerings can benefit them.
4. Ask for contact details Try and get their direct contact details at the end of the phone call. Aim for their email or contact number.
In making successful phone calls, it’s important to know which people are working on what projects. BCI can tell you what projects decision makers are working on 24/7. With this information, it is easy to find out who you should be calling and at what time! Click here to find out more.