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Handling Sales Objections Is About Prevention, Not Reaction - Episode 127
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When you’re in a sales discussion, are you encountering objections or are you having the opportunity to have a clarifying conversation? In this episode of the Unstoppable Eventrepreneur Podcast, host May Yeo Silvers dives into the vital topic of sales objection prevention. The approach May takes herself and recommends for the clients she coaches is to prevent sales objections before they happen rather than having to react to them in a sales conversation.
Preventing objections starts with a marketing message that resonates with the target audience and communicates the value of the services provided. This message should clearly define whom the business serves, the problems it solves, and the unique benefits it offers, ensuring clients are pre-qualified before entering a sales conversation.
May also encourages taking the time to understand and address the deeper emotional needs of prospects, such as peace of mind, safety, and happiness. Aligning sales messages with these intangible emotional outcomes can make potential clients see the value of the services offered and create clarity about why you and not someone else with the same problem solving skills, should be hired.
Transparency and authenticity in marketing and sales conversations are also vital. Event planners should be clear about what they can deliver and their expectations from clients, building trust and ensuring a good fit.
Listeners eager to dive deeper into refining their sales strategies should not miss May's upcoming marketing workshop, "Slaying Sales." This workshop is specifically designed to equip event planners with advanced sales techniques, help set achievable goals, decode the intricacies of sales metrics, and build sales funnels that effectively convert prospects into clients. Learn more by clicking here.
Quotes
• “It's no longer talking about the money and why they want it cheaper and why it should be cheaper. It's all about clarification, how to work with me and the process of how it will look like when we work together.” (05:31 | May Silvers)
• “People are not only buying a solution when they decide to work with you. They are buying, at the end of the day, a sense of safety, a peace of mind, and a sense of happiness when they decide to work with you.” (06:21 | May Silvers)
Links
Event Planners! You have turned your passion for events into a business. But do you REALLY have a business?
If you don’t have regular sales, you don’t have a business, you have a hobby. Probably an EXPENSIVE hobby
A REAL business has:
Sales goals and metrics
Sales funnels
Proven sales strategies
You can plan and design events all day long, but when it comes to selling, you feel
Don't worry, I have got you covered! Join us on Mar 5-7 2024 for our SLAYING SALES workshop to learn the sales process and strategy to sell and close leads! Click on this link to register: https://learnwith.mayyeosilvers.com/ll23mar2024podcast
Connect with May at: may@events4anyone.com
Website: www.mayyeosilvers.com
LinkedIn: https://www.linkedin.com/in/mayyeosilvers/
Facebook: www.facebook.com/mayyeosilvers
IG: www.instagram.com/mayyeosilvers
TikTok: https://www.tiktok.com/@mayyeosilversofficial
FB private group: https://www.facebook.com/groups/events4anyone
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