Frankly Speaking
As much as I enjoy talking about my company's service,
I have trouble closing the sale.  I hate asking for money, it feels
like I am begging.  Have you ever dealt with this problem, or do
I simply need to find a new line of work?
When asking for money, the key is that the salesperson must be
comfortable that he/she has reached a solution to the prospects problems.  
IF you DO FEEL UNCOMFORTABLE, then you might have sold the
prospect something that did not fit their need.
How can you help me overcome objections?  It seems as if answering one question simply
leads to another objection.  How do you go about stopping the cycle of objections and close
the deal?
This one is simple.  When taking our seminars and using our tools, the objection part of the sales interview
is dramatically reduced.  The objections start to become a stalling part of your sales call. Again, you have
not addressed the true needs of your prospective.  Salespeople seem to always fall into the trap of selling first
and not talking to their prospective customer.
Frank, how do you keep positive after so many "no's"?  After a while, no after no just
wears me down and perspective clients pick-up on my frustration.  Any suggestions or
tips on how to let it go?
What salespeople do not realize is that the prospect is not rejecting them personally.  After the prospect says
NO, that is when the what I called "the real communication" starts.  Then you can talk to the prospect
about what is really the problem they need help with.........what they originally speak to you about is hardly
ever the real issue.
I have trouble doing any sales over the phone.  The inability to see my clients face to
face and read their body language is like the kiss of death to me.  Have you ever had
this problem?  How do I become a better phone salesperson?
When speaking to a prospect over the phone it is important to let the prospect know that you will only
take around 30 seconds of their time and then do what I call a condensed contract.  Give two to three
examples of problems that other customers have had and ask if it might fit their business.  If you make
contact with one of those issues, then it will open communications.  The key is that it opens the brain to
begin receptive solutions.
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   Mohave Community College