Episode Overview

Master the art of turning objections into opportunities in this episode packed with tactics to add to your sales toolbelt. This episode explores the importance of building trust with decision-makers, having a systematic approach to sales, and how to avoid maybes. Join host  Adam Sylvester, and Dominic Rubino of the Profit Toolbelt Podcast

Show Notes

• 00:00 Introduction to the episode and guest
• 01:45 Emphasizing the importance of being curious and caring to understand the customer’s needs and provide the best solutions
• 03:48 Implementing and maintaining a systematic approach to sales
• 05:50 Discuss budget without making it a direct or uncomfortable topic by using open ended questions
• 08:25 Why you shouldn’t be closing every deal you’re in front of
• 10:15 Building trust and handling decision makers during the sales process
• 14:59 Strategies for ensuring that decision delays are handled properly, and working to avoid follow-up situations
• 19:08 Painting a clear picture of the next steps for the customer, including discussing logistics and setting expectations
• 21:16 Understanding your sales process
• 22:18 Strategies to turn “maybe” responses into definite decisions, focusing on setting clear expectations from the beginning
• 24:57 The need for proper training and investment in sales skills
• 26:47 The role of practice in sales success
• 27:36 Adam’s key takeaways: Ask good questions, pre-qualify your callers, don’t leave with a maybe, write down your sales process flow-chart