Stop Objections!!! Double Your IT Sales Leads with These 3 Tips

What is an objection? An objection is an expression, statement, question or a feeling of opposition or unwillingness of a prospect to buy what you’re offering. So you now have a good product waiting to help your customer’s needs. You’re not alone. According to Ed Howats of addiewoods.com, study shows that prospects who are interested to buy have 58% more objections. tweet this! Most IT salesperson have experienced objections when presenting their product or service. When prospects object, it allows them to better understand your product or service. Here are some of the tips that will help your sales reps handle objections the right way. Identify your common objections. Every salesperson use different approach when calling. Here are the 5 main reasons why prospects object: Need. TIP: List down all kinds of objections encountered in all of your calls. Related: Calling a Prospect on a Bad Day. Prepare standard rebuttals to common objections. Situation1: Objection: I’m not interested. Situation2:

Business 101: Building Your Thought Leadership Level 2.0 Thought leadership is what positions your brand as an expert in your industry. It is creating content that positions yourself as knowledgeable and keeping potential customers or clients coming back to you for more insight and information in your industry. – Tony Adragna, www.smartbugmedia.com Just a bit of trivia: the term “thought leader” was first coined 23 years ago in the pages of Strategy+Business, the publication from consulting firm Booz & Company. From www.entrepreneur.com, “Thought leaders are CEOs, businesspeople, entrepreneurs and other individuals who are respected for their knowledge and expertise and who have something to say and know how to say it.” In short, a thought leader is someone regarded as an authority in his/her field—someone other professionals in the field look up to. We’ve known a lot of sales and marketing influencers but these TOP TEN Thought Leaders in ASIA were the most influential speakers in the industry. Here are some of the strategies. Be Credible

5 Mistakes That Attract Sales Objection: Turn it into a Success! Regardless of the size of your business, marketing and sales are the ones who generate revenue in an organization. Without these two, it’s hard to keep and build a steady flow of customers and even support the growth of a company. Any mistake within your process can make or break your business. Sales is not as easy as calling a prospect and setting up an appointment. All the pressures that you experience in creating and implementing your sales plan to reaching your target sometimes feel too much. Because of trying to hit all the numbers, most salespeople can’t maximize all of their resources. Here are the 5 common mistakes salespeople make that attract objections and how to turn them into a success. Mistake #1: Study shows that 42% of salespeople don’t have enough information before calling a prospect. Preparation is the key to success but most sales reps find themselves calling and hoping for the best on every call. Express yourself effectively and be direct to the point. Scenario:

5 Ways to Get your ERP Software Noticed By C-Level Buyers “What is ERP? How does it work?” This is the first question that came into my mind when I was first assigned an ERP campaign. As a salesperson, it is important for me to know and understand every detail of the product that I’m going to introduce to my prospects in order to become effective. Enterprise Resource Planning (ERP) is business process management software designed for medium to large businesses that allows them to manage and automate their business operations. When selling ERP software, different people within the organization is involved in the decision making process. There are 4 stages in the buying process. Evaluation. So, how did I get prospects especially the C-level Executives to notice my ERP software? STEP 1: Research Start with those who are involved in the evaluation process, IT Managers and IT Directors. Related: Stop Objections!!! STEP 2: Gather information and Pre-Qualify Whatever you do, don’t do any selling on your first attempt. Ask questions such as: STEP 4: Plan