Steven thought that you would enjoy some helpful tips and ideas which you can pick up quickly and apply right away. We had fun putting this program together for you, and trust that you will find this snippet entertaining, enlightening and useful.

Program 3:
How to turn objections into sales opportunities.
Also available for listening in Real Audio or MP3 format.

Mastering the art of objection handling is one of the most important skills you need to make successful telephone sales calls. That's because whether you're speaking with your prospects for the first time over the telephone or in person, someone might raise a legitimate objection, question or concern. The good news is that when handled properly, an objection can actually fast-track you to closing an appointment or sale. And it all begins with preparation.

Anticipate that objections are a normal part of the discussion, and be prepared not just mentally, but also with what I call an Objections Portfolio, which is simply a collection of effective, well thought-out responses to your most asked objections. If you don't know what your most popular objections are going to be, ask your peers.

Knowing exactly what to say and how to say it allows you to maintain complete control of the conversation; control leads to confidence, and when your prospects sense your confidence, you win.

Don't worry how good your initial Objections Portfolio is. Fine-tune your responses each time you use them, testing them along the way, until your responses are completely reliable. Certainty means confidence.

A financial consultant I was coaching named Bill told me that he was so confident with his objection handling that when a prospect was sitting on the fence, Bill asked him "are you uncommitted because you already have a broker?" to which the prospect confided that yes, that was the reason. Having used the objection as bait, Bill was ready with a winning response, and as a result, Bill got the appointment!

Now, should you come across a new objection for the first time, don't worry about it. Every call is valuable resource you can learn from. Wing it for now, and then after the call self-assess what worked or didn't work with your response. Then fix it before the next call. Even then continue to test and fine-tune your new response.

When writing your responses, think about how much your prospects really need you, and the value you bring to the table, so that you will believe in what you're saying. When you believe in what you're saying, your prospects will believe in you.