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Episode #277
How to Eliminate Sales Objections and Erase Price Resistance | Robin Robins
In this episode, Robin Robins, the IT industry’s most in-demand marketing consultant, sales trainer, and author, shares her insights into how you can use objections to generate more sales. Listen as Robin shares her key strategies and tips for dramatically increasing your sales, recurring revenue, and profits.
Here’s a glance at what you’ll learn from Robin in this episode:
- Why trying to “handle” objections is completely WRONG (and how to set up your selling process so objections are killed in advance before they are ever brought up)
- A strategy you can use to give intelligent answers to customer questions that makes them more likely to buy from you
- Robin shares the big secret behind answering ANY sales objections: “All sales objections are, are _ _ _ _ _ _w e r _ _ _ _ e _ t _ _ _ s! So if you’ve got objections, here’s what you do”
- The single most powerful marketing pieces you can put together
- The most engaging package to send prospects BEFORE they show up that eliminates objections and increases referability
- Who is Robin Robins? [01:34]
- Robin shares her strategy [01:48]
- Enrollment/Closing rates at 23-24% of raw leads [02:01]
- Enrollments/Closing rates of 70% (after they talk to a salesperson for a $3,000 product) [02:90]
- Instead of handling objections, think of them and kill them before they can even be brought up [02:24]
- Why sales training fails [02:35]
- Robin’s examples [02:51]
- Know the objections and build them into your presentation [04:45]
- Robin’s team has reports on ‘what you should expect to pay for IT support in (location)’ [04:55]
- Answers to the possible objections are sent before Robin’s team meet up with clients [05:48]
- Robin presents her online shock and awe [05:56]
- Personalized websites have been extremely helpful for Robin [07:05]
- Giving a high-value marketing road map [07:38]
- The number one objection: “talk it over with the boss” — don’t let that happen [08:00]
- Robin’s requirements for a consultation [08:11]
- Be in front of a computer
- The decision maker is there
- Watch a couple of videos
- Have customizable reports [08:34]
- Takeaways from Robin’s strategy [09:45]
- Get people to consume your marketing
- Get people to share it
- Make a list of every objection you can think of
- Think of how you will handle the objections
- Design your marketing and presentation to kill the objections
- Listen to your sales people’s’ phone calls
About Robin Robins:
Robin Robins is the founder and author of www.TechnologyMarketingToolkit.com, which is the #1 most effective marketing system in the world for companies selling outsourced IT services and support to other small and medium businesses. Robin has been a favorite speaker for many IT industry events such as Continuum Navigate, SMB Nation, CompTIA’s BreakAway, ASCII Boot Camps, Datto, etc., and has been published in VAR Business and Sales and Marketing Magazine.
In addition to having extensive experience with IT services firms, Robin has also developed marketing strategies for over 1,200 businesses in 14 different industries. This includes both online and offline marketing for computer training schools, franchise organizations, software companies (Microsoft, Novell, Intel, SurfControl, AVG, and many more), consulting firms and many more.
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