Chanmony Oum’s Post

Transcript

If you want to double your sales, you need to listen to this. I want you to remember a simple acronym that I created for my clients that's easy for you to remember what I'm about to say and that is packed plus TNS. Hi, I'm Dwight from business coach and consultant. I've been doing this for a 33 years. I've analyzed hundreds of thousands of businesses. This is what I know and I've learned and I think you can benefit from it. So doubling our sales or increasing your sales rate substantially comes down to understanding and making sure that you address the six objections. Addressing these six categories of objections is going to give you the upper hand, and it will increase your sales substantially. The first in our acronym is and it stands for Price Objections. The next one is A and it stands for authority objections. Then we have the letter C and it stands for Competitive or Competition Objectives. The 4th letter in our acronym of ACT plus TNS is T&T stands for Timing Objectives. The 5th letter in our acronym is also at and it's for trust objections. The 6th letter is North and it stands for Need Objections. These are the six categories of objections that you're going to get O when you are addressing them, whether it's on the phone, whether it's on a zoom call of some kind or whether it's in person. You need to address these six while ahead of time because you want to be able to this arm that person that is in front of you that is willing to buy because people automatically have a hesitation to take action. But if you provide them with the solutions. And the ways that the you're going to address all of these objections, then there are none to object. And therefore the only thing to do is actually commit to the to the sale. What most people don't do is that they don't keep track of the objections that they are getting in the process of their sales. And because of that, they don't ever find solutions for their customer. If you find solutions for the objections, then of course the customer is going to buy. Now, having said that, not every customer is going to be a good customer for the product that you are selling it. It could be for many, many reasons. However, if you have the solutions for as many objections as possible, then you're going to increase your sales rate tremendously. For instance, if the person is uh, the objection of price, then. What you can do is you can say upfront before you've even mentioned what the price is, you can say, well, what would be the price that you wouldn't be able to commit to such a product. And if they tell you, then you already have some information in which you now know exactly which solution to to provide them. Which brings us to the last letter of our acronym packed TNS and stands for solutions. When you are providing a a sales solution, you want to make sure that you've already have all that information in your sales pitch, in your conversation with that potential customer such you know exactly where they fit. Having done that you provide them with the solution, you provide them with testimonials, evidence. And other credibility factors that is going to have them commit to that taking of action to the sale. Now, guarantees will also help the person take action. Doing this is going to tremendously increase your sales and this is an ongoing process. You don't just do it one time and leave it. You make sure that you're keeping track of all the objections so that you as a salesperson is, as a business owner, your job is to provide solutions to your potential customers so that you can get as many sales as possible.