Slingshot Sales Handling Objections

Handling Objections

In  previous article we discussed the importance of working with qualified sales prospects in order for the band in your Slingshot sales process to properly tighten before launch.  If objections are not handled properly the Slingshot band will break or release too soon.  Handling objections with finesse and grace will allow the band to release with just the right tension thereby closing the sale.

When Objections are handled properly the process is like a rocket taking off.

When Objections are handled properly the process is like a rocket taking off.

Prospects will have two types of objections.

  1.  Legitimate concerns
  2. Those voiced as objections, while in reality are the prospects way of asking for reassurance and clarification.

Throughout the Slingshot sales process it is critical to remain calm,  patient,  and focused.  Remember, people buy from people they know, like and trust.  Above all be authentic while handling objections.                Prospects know when your trying to pull one over on them.  While handling objections properly is literally like watching a rocket ship take off.  When objections are not handled properly your life become like the Greek god Sisyphus forever pushing a rock up a hill.difficult business task

To keep the band tight and ready for release it is important to answer questions in a forthright manner.  It’s also of to continue inquiring with a prospect where they are in the buying process.  This includes asking them to be open and honest if at any point their plans have changed.  This helps both of you from wasting each others time.

Thom Torode is a NJ based Professional Executive & Business Coach. He has owned over 5 different businesses and is currently the Managing Director for Sunrise Business Advisors. Thom’s expertise includes working with those business owners who have plateaued getting them unstuck and back in growth mode. Additionally, Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.

 

How Sharp Are Your Leadership Skills?

The effectiveness of leadership skills in any team or organization plays a critical role in the levels of success and harmony that can be achieved.

Leadership Skills Compass

Leadership Compass

Take this Self-Assessment to determine whether your leadership skills have been sharpened to a keen edge.

1. I’ve become more comfortable delegating tasks and managing the performance of others than doing things myself.

2. Before committing to a decision, I ask myself if it will serve my purpose. I say “No” to requests for my time and attention that are not aligned with my purpose.

3. Coworkers and those who report directly to me trust me and my effectiveness as a leader.

4. I successfully enroll others in my vision and influence their behavior at work.

5. It’s less what I say and more what I do that affects how others perceive my leadership ability, so I make sure to “walk my talk.”

6. It can be daunting to confront the issues, obstacles and people that block success. But in doing so, I model courage, persistence and a can-do attitude.

7. I hold myself accountable for my actions and the actions of my team/department. I don’t make excuses.

8. I will not be able to please everyone; leadership is not a popularity contest.

9. I view problems as opportunities to excel. In fact, I focus on the opportunities in every problem. A positive attitude can make a project or objective

10. I seek opportunities for education and skills enhancement, as I want to continuously grow my abilities.

11. Everything in my organization/department/team, both good and bad, is a reflection of my leadership. If things need to change, I need to change first.

12. I don’t avoid difficult conversations with those who are not performing to my standards.

13. I plan meetings to keep them short and effective.

Leadership Dart board

Sharp Leadership

14. I treat others how I want to be treated, with respect and dignity; this includes praising in public but expressing displeasure in private.

15. I am open to new suggestions and receptive to bad news.

16. I don’t hog credit and kudos but attribute them freely to my team.

17. I regularly communicate mission and vision face-to-face to my team.

Are you being seen as a Leader

Are you being seen as a Leader

If you answered true to 10 or more statements, keep up the good work! You have developed strong leadership skills.  If fewer, you may wish to hone your leadership skills with a coach.

Contact Sunrise Business Advisors for your complimentary Leadership Excellence Assessment Preview (LEAP). Thom Torode is a Morris County based Executive & Business Coach. He has owned over 5 different businesses and is also a licensed facilitator and co-principal for Elevate Your Leaders in NJ. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.

Sunrise Business Advisors can be reached at 862-219-6890 or info@SBAnow.com

Author’s content used under license, ©  Claire Communications

Are your choices disciplined?

What are disciplined choices?

Every week we make hundreds or perhaps thousands of choices.  What are your choices based on?  Choices can come from a random flip of a coin, rocks, paper scissors or some other random process.  A choice means that you can do it or not, but it’s up to you.

Disciplined Choices

Gregg Braden Author of The Turning Point

https://www.facebook.com/GreggBraden

Some choices we make are easy because they are based on past experiences of knowing what we like or dislike.  For example, would you like chocolate or vanilla ice cream?  Others can be much more complicated, and could potentially be in conflict with each other.  Should I make follow up sales calls or work on a clients project?  As you can see from this example both need to be done, however which one is the most important and best use of your own time?

Where discipline comes in is to help you choose those actions and behaviors that are most important. If what you wanted to increase sales by 50% year over year, what would you do every day? Follow up on sales calls.  Even after a stream of not yet and no’s you would continue because it supports your most important desire.  Yes you will still need to work on your client’s project, you will focus on the calls first.

The Hierarchy of Choice

There are three distinct types of choices: primary, secondary, and fundamental.

  • Primary choice—a major choice, something we want more than other things that we may want.
  • Secondary choice—the actions we take to support our primary choice, even if we don’t really want to.
  • Fundamental choice—our state of being, where we stand.

“When your internal thought process is aligned with your goals, it’s easier to make the primary choice that supports what’s most important to you.” Dr. Wayne Scott Andersen

Two options with blank road signs

While most people go through the goal setting process at the beginning of the year, anytime works.  Knowing your primary S.M.A.R.T. (Specific – Measurable – Achievable –Realistic – Timely) goals is how to determine what’s primary.  It will also help you determine what’s secondary.  By knowing these you be able to rise above any situation, however difficult, to support your greater good. So in fact, the relationship between primary and secondary choice is the key to discipline. Once you know how to manage this relationship, you’ll be able to accomplish more than you ever thought possible.

If you would like help understanding the power of goals, how to set them or developing a growth strategy for your business or team contact Coach Thom.

Thom Torode is a Morris County based Executive & Business Coach. He has owned over 5 different businesses and is also a licensed facilitator and co-principal for Elevate Your Leaders in NJ. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.

Thom Torode is also an expert executive coach listed on Pazoo.  For more information and to view some of Thom’s other articles go to: http://www.pazoo.com/expert/ttorode/

      Sunrise Business Advisors can be reached at 862-219-6890 or info@SBAnow.com

ChoicesPlease make a choice and like or comment on my post.

 

Top 10 Powerful Leadership Questions to Ask

Leadership: What would your business be like if you or your managers improved their performance by 30%?

Are you communicating effectively? Below are 10 Powerful Leadership Questions.  Solid strategic plans, strong work relationships, high morale and improved performance are all byproducts of good questions. I was at a seminar where we learned that “true communication is the response you get…” Think about that statement, wow very powerful.  Are you communicating as effectively as you could as the leader you want to be.  This potent communication tool can help you discover important information about your work, yourself, your associates, your customers—and create insights that otherwise might have remained hidden.

Powerful Leadership Questions

 
Powerful Leadership Questions

Below are just a few questions that can have powerful effects on your leadership skills. Ask your questions without leading, prompting or interrupting, and suspend any assumptions. And then be sure to LISTEN to the answers.

1. What is it that you’d like to see accomplished and how do you see it happening?

2. What are your thoughts? Your concerns?

3. What’s the most important priority to you with this and why?

4. What would you like to see improved?

5. Can you help me understand that a little better?

6. What’s in the way of improved performance? How can I change that?

7. If I could change one thing in my life/business that would have the greatest impact, what would it be?

8. What prevents me from being able to place more focus on this?

9. What self-limiting fears, thoughts or actions do I want to leave behind?

10. Are my actions today compatible with what I wish to leave behind as a legacy?

We are currently forming a new Morris County Elevate group which is guaranteed to increase your management and leadership effectiveness.   Call us for a free, no risk consultation to see if you qualify today!   For more information: Click Here or Call us at 862-219-6890

Elevate Your Leaders

Elevate Your Leaders