Si, si, pero…no

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Me ha pasado varias veces que todo va sobre ruedas en el proceso de ventas. He acordado con mi posible cliente el impacto positivo que mi solución le va a aportar, estoy hablando con los que toman la decisión, les he mostrado como va a funcionar todo y les gusta.

Incluso, si había objeciones, una a una las hemos resuelto. Pero aún así no terminamos de cerrar el trato.

Lo primero que uno piensa es que había alguien en el circuito que pasé por alto o que tienen alguna otra prioridad que empaña la negociación. Pero después de revisar todo, tampoco es eso.

¿Qué está pasando ?

Los seres humanos tenemos dos dimensiones, la racional y la emocional. Puede ser que esas objeciones estén en ese plano emocional y no en el racional. Puede ser que hayan tenido malas experiencias con soluciones similares y simplemente, aunque todo se ve bien, tienen miedo a cometer nuevamente un error que ponga en riesgo sus carreras o sus empresas.

Aquí de nada sirve volver a mostrarle las cuentas de lo que ganaría, o mostrarle que las metodologías han sido probadas con muchos otros clientes.

No se pueden enfrentar objeciones irracionales con argumentos racionales. Es como tratar de tranquilizar a alguien que le tiene miedo a las arañas, explicándole que las arañas no comen seres humanos. Seguramente ya lo saben pero aún así, les tienen miedo.

Como a nadie le gusta mostrar sus debilidades emocionales, los posibles clientes no te van a decir simplemente “me da miedo comprarte”. Tienes que descubrirlo y lo más importante, tienes que enfrentar y verbalizar la objeción. Ponte en sus zapatos y piensa cuáles pueden ser sus miedos.

Puedes decirle por ejemplo: “Es normal que la mayoría de nuestros clientes que ya saben que esta solución es la correcta, aún sientan temor porque razón 1, razón 2, razón 3, sin embargo, cuando lo ven en acción no se arrepienten”.

Solo el hecho de verbalizarlo, ayuda a desvanecer esos miedos. Otra cosa que funciona muy bien es recordarles experiencias positivas que ellos enfrentaron en situaciones cuando tuvieron que tomar decisiones similares.

En todos los casos, ayúdales a poner la objeción encima de la mesa y resuélvela.

A mi me ha funcionado bien preguntar “¿Qué esperas obtener con nosotros?” y también “¿Qué NO esperas de nosotros?. Eso produce confianza.

Si quieres saber más sobre cómo manejar objeciones en ventas, deja tu correo abajo y conversemos.

Las 8 objeciones en Ventas.

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Las objeciones son un requisito para un día de venta exitoso. Sin ellos, es probable que no atraigas a sus prospectos y clientes.

La presentación de una objeción puede generar un flujo de información que puede ayudarle a calificar aún más una oportunidad de venta … y comprender mejor las necesidades, los deseos y el entorno actual de sus prospectos. Por esta razón, debes esforzarte por comprender y aceptar las verdaderas objeciones (desafíos) a los que podrías enfrentar.

Cuando las empresas y las personas tienen una objeción a realizar una compra, es una o una combinación de las siguientes ocho.

Cuando haya chocado contra una pared, verifique su oportunidad de ventas en contra de ellos.

Comprender la (s) objeción (es) verdadera (s) le ayudará a estar un paso más cerca de donde necesita estar … ya sea que ese paso sea para la próxima etapa de ventas con su cliente potencial actual, o invierta su tiempo en otro lugar.

Las 8 objeciones

  1. Falta de valor percibido en su producto o servicio
  2. Falta de urgencia percibida en la compra de su oferta
  3. Percepción de inferioridad a un competidor o una oferta interna
  4. Problema político interno entre las partes / departamentos
  5. Falta de fondos para comprar su oferta
  6. Problema personal con los responsables de la toma de decisiones
  7. Iniciativa con una parte externa
  8. Percepción de que es más seguro no hacer nada

Cree un ambiente de ventas de alta confianza  y alta responsabilidad.

Ve un poco más lejos … Siempre ve mas alla.

Algunas ideas sobre cómo abrazar mejor las objeciones de sus prospectos y clientes …

Coloque en su mente las objeciones habituales que escucha como no solo un paso inevitable para atraer más negocios, sino también como un paso positivo. Las objeciones confirman un nivel de necesidad o deseo para su producto o servicio y lo ayudan a determinar mejor los próximos pasos que debe seguir en un proceso de venta. Para el cliente potencial, sus respuestas a las objeciones pueden ayudarlo a validar o respaldar su decisión de compra.

Esta es la razón por la que las respuestas a sus principales objeciones (las que usted y su equipo escuchan con más frecuencia) deben estar bien planificadas y preparadas.

¿Qué hace la mejor respuesta a una objeción?

Asegúrese de que sus respuestas muestran aprecio por la objeción de una manera que valide las inquietudes del cliente potencial … y luego aborde el problema de manera muy directa. Cualquier respuesta que pueda ser malinterpretada como defensiva, evasiva, manipuladora o sarcástica debe ser eliminada. Deja lindas y lindas líneas a tu competencia.

Una vez preparado, trabaje en la entrega de cada respuesta con los integrantes de su equipo, así como con algunas personas ajenas a su departamento de ventas. Obtenga retroalimentación genuina, haga los cambios apropiados y luego practique la entrega de sus respuestas hasta que las tenga tan naturales y tan ajustadas como sus declaraciones de prospección de apertura.

La venta se trata de ayudar a sus prospectos y clientes a resolver un problema.

No ser abrasivo Piense en apreciación y validación. Sé directo.

Pasa las cáscaras de huevo.

Charla real sobre contribución, confianza y honestidad (inspirará a su equipo de ventas … una rápida charla de 5 minutos con nuestro equipo).

Respuestas de objeción (muestras, tenemos muchos ejemplos y compartimos nuestra experiencia)

Estos ejemplos están diseñados para la objeción de “precio es demasiado alto”, pero se pueden ajustar para muchas de las otras objeciones comunes al reemplazar algunas palabras.

  • “Ese es un problema válido, Susan. Varios de nuestros clientes actuales tenían esas mismas preocupaciones al principio. Déjame mostrarte algunos ejemplos de cómo esas compras dieron sus frutos “.
  • “Entiendo tu preocupación por el precio, Bob. De hecho, estoy seguro de que varios otros en la sala tienen pensamientos similares. Inicialmente, el precio puede parecer alto, pero a mediano y largo plazo, estoy bastante seguro de que estarás muy entusiasmado con el retorno de la inversión. Vamos a ver.”
  • “Sí … parece inicialmente un poco alto”. Cuando mires el valor total de la misma durante la vida de su servicio, creo que te sentirás mucho más cómodo con la inversión “.

Recuerde … la práctica, practica y mas practica te ayudará a que su entrega sea más natural y segura … ayudando a sus prospectos y clientes a abrazar mejor sus respuestas (dándoles confianza en usted y en lo que dice).

Ahora ve a vender algo.

Copyright © por smf360.com. Si desea contarle a la gente sobre esto en algún lugar (por ejemplo, blog, boletín informativo, Facebook, redes sociales), haga referencia a Max Perez de smf360.com como autor y conéctelo directamente al artículo. Los extractos son geniales, pero no publique el artículo en su totalidad sin un permiso por escrito anticipado (envíenos un correo electrónico a Las 8 objeciones

 

10 Businesses you can start Under $5000.00

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Today, tens of thousands of people are considering starting a home based business, and for good reasons. On average, people can expect to have two and three careers during their work life. Those leaving one career often think about their second or third career move being to their own home. People who have been part of the traditional nine-to-five work force and are on the verge of retiring from that life are thinking of what to do next. The good news: Starting a homebased business is within the reach of almost anyone who wants to take a risk and work hard.

$1,500 or less to start up

  1. ACCOUNTANT

Experience, training or licensing may be needed

Create a flier outlining your services. Before you do that, you need to know what those services will be. Do you want to simply do bookkeeping for a small business? A more involved level of accounting would be do actually work up balance sheets, income statements, and other financial reports on a monthly, quarterly, and/or annual basis, depending on the needs of the business. Other specializations can include tax accounting, a huge area of potential work. Service companies like Due.com assisted freelancers with payments. Many owners don’t mind keeping their own day-to-day bookkeeping records but would rather get professional help with their taxes.

  1. BICYCLE REPAIR

In many parts of the country, this business tends to be seasonal, but you can find ways around that. Rent a storage unit and offer to store people’s bicycles over the winter after you do a tune-up and any needed repairs on them. If you want to cater to the Lance Armstrong wannabes, you can have business all year round. These road race riders are training through snow, sleet and dark of night. Some of them work on their own bicycles, but many of them don’t, so you can get their business all year. And if you keep Saturday shop hours, you can be sure you will have a group of enthusiasts coming by to talk all things cycling.

  1. BOAT CLEANING

Experience, training or licensing may be needed

Boats that are hauled out of the water for the winter or even just for mid-season repairs will need the hull cleaned. And depending on the type of boat, it is a good time to give a major cleaning everything else too–the decks, the sleeping quarters, the head, and the holds. Start by approaching homes that have a boat sitting in the yard. Or you could market your services to the marina to contract you to do the boat cleaning it offers to customers.

  1. BUSINESS PLAN SERVICE

Has expansion possibilities

Offer a soup-to-nuts business plan, including market research, the business plan narrative and the financial statements. Plan your fee around the main one that the client will want and offer the others as add-on services. You can give clients an electronic file and allow them to take it from there, or you can keep the business plan on file and offer the service of tweaking it whenever necessary. Have business plan samples to show clients–and make sure to include your own!

  1. CHIMNEY SWEEP

Learning to be a chimney sweep may mean nothing more than apprenticing with someone already in the business. By becoming a chimney expert, you can combine a chimney sweep business with a chimney inspection service–covering more than just whether or not the chimney needs cleaning but whether the chimney is in good working order or in need of repair.

  1. CLEANING SERVICE

There are many directions you can take this business. If you want to work during hours when no one else does, you can focus on office clients. You can focus on retail businesses and keep your customers clumped into one or two blocks. Restaurants are in great need of daily thorough cleaning and can be a great source of steady clients. Perhaps you would be more interested in house cleaning. Many times with cleaning services you don’t have to spend lots of money on advertising or marketing because your customers will come by word of mouth.

  1. COMPUTER REPAIR

Experience, training or licensing may be needed

Study the main types of software that system users will want–word processing, photo manipulation software, mail merge, spreadsheet, design and especially security software. Investigate all the components–monitor types in all their varieties; keyboards, from wired to ergonomic to wireless; mouse types; as well as peripheral components like printers and scanners. Become completely familiar with all the ISPs (internet service providers) available in the market area you plan to cover. Establish yourself as the guru who can meet the needs of the personal computer user, the small business or a larger corporation.

  1. CONSULTANT

Has expansion possibilities

To be a consultant, you need to have an expertise in something so you can market yourself as an advisor to others looking to work in that area. Perhaps you managed several large warehouses in your career with a drugstore company, you did all the marketing for many years for a large shoe manufacturer or you set up a chain of beauty supply shops or take-out restaurants. You can use this experience to help others do similar things without making the same mistakes that you made along the way.

  1. DOG WALKING

Experience, training, or licensing may be needed

Dog walkers take pooches out for their daily constitutional one or more times a day, either individually or in small groups. In some cities across the United States, like New York, dog walking alone can be a booming business. But it’s actually more common for dog walkers to offer additional services, including playing with and feeding pets, bringing in newspapers and mail, and turning lights on and off.

  1. EBAY ASSISTANT

Do you have items lurking around your household that you could sell on eBay? Figure out your asking price and decide whether to auction it or put it in your eBay store. Then decide if you want a minimum bid and how long you want the auction to last. You will want to establish a PayPal account to use for transactions. The eBay website provides all the information you need to know to get up and running with an eBay business. Chatbots are offering creative new ways to help businesses with these functions.

From Editorial Services to Household Organizer

  1. EDITORIAL SERVICES

Has expansion possibilities

Here are some of the editorial services you can provide from the quiet of your own home:

  • Copyediting. This is where fact checking takes place, and where grammatical, stylistic and typographical errors are caught.
  • Proofreading. This is the last stop for a “finished” piece. The proofreader makes sure the copyediting changes have been properly made and no new errors are created in the process.
  • Indexing. There are indexing courses available and you can get indexing software.
  • Developmental editing. A developmental editor works with a manuscript on big-picture things like organization and content issues.
  • Book doctoring. This is an editorial service provided for manuscripts written by experts. They create a manuscript as best they can and then a book doctor puts it into publishable shape.
  • Ghost Writing. As a ghost writer, you actually do the research and write the book and someone else’s name is attached as the author.
  • Copywriting. Also known as business writing, this is writing that promotes a product or a service.
  • Book writing. Do you have an expertise in something professional, such as accounting or interior decorating? Or personally, like knitting? Why not write a book about it?
  • Magazine article writing. Magazines and newspapers are a great way to get your writing published before tackling the daunting task of writing a whole book.
  • Web page content provider. Providing content for a web site is a good way to make some money writing.
  1. ELECTRONICS REPAIR

Has expansion possibilities

This business is similar to the computer repair business, but you will take on all sorts of electronic equipment besides just computers. With smaller electronics, you will need to be prepared to have customers bring their repair projects to you, as you would have difficulty recovering the cost of driving around picking up broken equipment and returning it. You may also want to encourage people to give you their old electronics so you can use them for parts.

  1. EVENT PLANNING

Has expansion possibilities

One of the first things you need to do is visit every potential event location with which you plan to work. Work with the marketing manager to tour each site and learn what is available at each location. Start a database that will allow you to sort venues by varying features–the number of people each site holds, if there is AV equipment available on site, will you need to arrange for rental chairs, etc. Then when you are beginning to plan an event with a client, you can find out what the key parameters are for the event and easily pull up the three or four sites that meet the basic criteria. and engagement parties, etc.

  1. EXPERT WITNESS SERVICE

Experience, training or licensing may be needed

One way to make money in this field is by being an expert witness yourself. If you have an expertise that could be useful in legal cases, you can market yourself to attorneys to act as an expert witness. Another way to be active in the expert witness field is to play a sort of matchmaker, matching attorneys up with expert witnesses for their cases–either for the defense or for the prosecution. Expert witnesses for big money cases can be expected to fly anywhere to testify. There’s no reason your database of witnesses can’t be from all parts of the country.

  1. FINANCIAL PLANNER

Experience, training or licensing may be needed

To start, you should go through the certification process so that you can label yourself a CFP (Certified Financial Planner). Your certificate shows that you have expertise and credibility, and this differentiation will help people choose you as their financial planner.

  1. FLEA MARKET

Has expansion possibilities

People love to spend weekends rummaging through tables full of other people’s unwanted items, looking for treasures. Make sure to change your layout and put new stuff out for sale often. You want people to come back time and again to see what’s new. You don’t even have to have that much new stuff to make things look new. Just moving an item from a table to the top of a bookshelf might get it noticed, even though the item has been in your inventory since you first started having sales.

  1. GOLF COACH

Experience, training or licensing may be needed

Let the local public courses know about your coaching business. Cultivate relationships with the staff and encourage them to recommend you as a coach. Another place to look for customers is the corporate world. Golfing is a game that business people use to develop relationships outside the office. You do need to be a better than average golfer to develop a reputation as a golf coach. You also need to be a good teacher, know how to be motivational and be willing to work with many different types of people.

  1. HOME ENERGY AUDITOR

Experience, training or licensing may be needed

All homeowners are always on the lookout for ways to save on their utility bills. You can come to their aid by providing them with an audit of their house and giving them a breakdown of how they could accomplish real savings in heating, cooling and electrical use. You can go one step further and do the implementation and installation of some of your suggestions in their home yourself. Do a complete appliance audit, with efficiency ratings and calculations based on the age of the appliance. And don’t forget the water heater!

  1. HOME INSPECTION

Experience, training or licensing may be needed

In order to be successful, you will want to establish contacts with real estate agents who can recommend your services to customers. The home inspection field is one where you will need to do constant updating of your education and knowledge. New products are constantly coming out on the market–if you only know about decks made of wood, you will not know how to inspect and assess the new materials on the market, such as composites that are made to look like real wood. Also keep apprised of all safety updates of materials and issues with things like off-gassing, carbon monoxide production, and other chemical precautions.

  1. HOUSEHOLD ORGANIZER

Has expansion possibilities

You can choose either to do the organizing work or to come in to a home and consult on the things the homeowner could do to better organize. Have a portfolio of different organizational scenarios in different rooms in the home and talk with the homeowner about the style he or she likes. Create checklists and questionnaires to understand how the family uses the home. Are the kids wildly busy with after-school activities? Or are they usually home after school and want access to their toys? Do they share rooms? All of these things will help you tailor an organizing plan and become the family hero.

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