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The Sales Buzz Issue 298 -Holiday Sales Objections – A Technique to Beat Them
December 10, 2015

Holiday Sales Objections

Technique to Beat Them

Beat the holiday sales objections by adapting this technique for your role and increase your appointments and sales at a time that is traditionally hard to sell.

When you’re getting the same old seasonal objections:

Call me back in the New Year, and email me and I’ll look at it after the holiday,

It can really impact on your sales results in December.

But there is a sales technique that could actually give you a boost and get positive responses to your cold calls for appointments with buyers.

Try this and see what results you get.

You’ll need to do it with confidence and know how to effectively build it into your sales appointment calls.

Technique to Beat the Holiday Sales Objections

Write down all the reasons you could be contacting a prospect in the weeks leading up to the Christmas and New Year holiday period.

The important part of this selling technique is that you are using the coming holiday as your reason for calling to make a sales appointment.

It is really difficult for a prospect to then use it as an excuse not to see you.

If they do, then it is probably genuine and they really are too busy to see you.

In that case you simply arrange an appointment for after the holidays and start your new year off with a selling opportunity.

There are very few businesses that are at their busiest both before and after Christmas and New Year.

No it won’t stop every seasonal objection.

Yes, there will be some prospects with real holiday sales objections.

But the ones that just use the time of year as a way to put you off are the ones that this sale technique will work best with.

Here are some examples to get your list started

The run up to Christmas can be a quiet time for many businesses. This means buyers have time to see you.

You have great products that will start the new year with a big benefit to the buyer.

You're phoning now to make an appointment in the early new year.

You’re contacting buyers with ideas to help with next year’s budget.

You have a great product that will boost sales in January.

Adapt and Develop for Your Sales Role

To adapt this technique for your sales role make the list of reasons for calling relevant to your prospects, marketplace, and products.

One way to add ideas for effective reasons for calling to your list to beat the holiday sales objections is to listen to the objections that you get from prospects at this time of year. Turn their objections into reasons why you are calling and use them in your sales appointment scripts at the Introduction Stage.

To make this sales training technique work you have to sound confident and have a good, well structures introduction on your calls.

The reason for calling has to be built into your script at just the right point and using the best words to deliver your message. You can see frees ales training on how to do exactly that at Cold Call Script...

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