Idea of the Week - Total Selling Systems

Warren Wechsler's
Idea of the Week

Working with One Key Objection

Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Some restrictions apply to the use and distribution of this information. For more valuable materials, visit Warren's web site www.totalselling.com. All materials and content © Warren Wechsler, 2001 – All rights reserved.

I want you to take out your pencil and write down a key objection that you know you've encountered in the past, like the way Bruce and I ended the discussion today. "Well, Warren, does that mean that you really know what the objections are?" The answer is yes. You face the same five, six, or seven objections all the time. So what I'm saying is write down one key objection that you know you're going to encounter.

And next write down all your answers and all your responses, all the anecdotal evidence, stories, examples, statistics, similar situations that you've faced with other customers or prospects. Write those things all down. Then what I want you to do is go out and face that resistance. Find a customer or a prospect, a person or a company where you know this objection is going to come up and go out there, go into the sales process and try to get the business knowing that you are going to face this objection.

And then, armed with that strong belief system you have and the fact that you've gone to take the time to write down what you're going to say, see what happens when you anticipate and understand what the resistance is and know what to say without leaving your answer in the car.

And finally, what I want you to do is send me an email with what happened to you when you applied this sales idea. Write down the key objection; write down your answer; go out and face the objection; and then send me an email. If you send me an email, I don't care what the result it - I don't care if you got the business or you got blown away or you got shoved out the door; I don't care. If you go out and practice.

This was a partial transcript from Warren Wechsler's weekly radio show. Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Visit Warren's web site www.totalselling.com Also, listen to Warren's weekly radio broadcast Wednesday's at 4:05 - 5:00 pm Central time, on KMCD-AM 1570AM. Shows are broadcast live on the internet at http://www.warpradio.com/asx/KMCD-AM.asx