In order to combat this you should have included them in the solution from the very beginning. You should have been asking questions around what their current situation is, what problems they are facing, the impacts that the problem is causing, what they would like to achieve and so on.

By asking quality questions up-front you will save yourself the excuses down stream!

But what if you are not at that level yet and you are still getting objections, how do you overcome them?

Well, here are 4 of my favorite tips to help you overcome them

Tip number one is all about adding additional information to their objection.

For example, the prospect says: “I don’t have the time to spend on implementing this system”

You can reply with “Yes, that’s a good point and XYZ company thought exactly the same way before they ordered from us 1 month ago but with this package comes an unrivaled support plan where we will do all of the work for you” – and then you talk about what it is and how it works.

With that example you build up credibility by dropping an existing client into the conversation, the fact that they had that same objection and still ordered. You could even go on to give the prospect the name and telephone number of a person at that company so they can call to find out what their experience was like with working with you.

So that’s tip number 1 – add information to their objection.

Tip number 2 is all about using their objection and turning it into a question to find out more.

For example “It’s just too much money, we do not have enough for this”

Now most sales people would just go for the reasons why their product was just too good to miss and counter the cost argument but by asking a question you can open up the prospect for a respectable 2 way discussion about how much they have got to play with for your product or service.

You can reply with something like “Has the amount gone over what you had in mind for this product?”

This question feels out the prospect with regards to how much they have got to play with. You can then probe some more until you get a good idea of how much your product is over their budget and what leeway you have got to make discounts, throw in additional extras and so on.

Tip number three is to ask the prospect whether their objection is the only one they have got.

Objections are a lot easier to handle if you know them up front plus after you have got over one hurdle you do not want others put in your way.

So the prospect replies with “It’s too much money”

You reply with “Just supposing that cost wasn’t an issue, do you have any other problems with what we have discussed today as you like the product don’t you?”

With this question you are isolating the objections.

You could even take it one step further by saying something like:

“If we could do something on the cost so that you could satisfy yourself on what you were paying would you be up for placing an order today?”

Tip number four is to agree with the prospects objections and line of reasoning and then use this information to demonstrate the evidence that they need to be convinced to buy.

The prospect says “Your product looks good but it is a lot cheaper at xyz company who we already use”

You reply with “Yes, you’re right Mr Prospect, they are a lot cheaper and their product is very good indeed, I’m sure you are getting some great results with it. Therefore we would have not bothered seeing you today if we thought that our product was not superior to the rest. Let me show you how it can…..”

In this instance the company are already using another product so do not put it down because somewhere down the line you are questioning someone’s judgment – because they got sold on that product!

I hope those 4 tips help you to overcome the objections that you face?

Remember, keep it simple and stick to a formula that works best for you.

A change of career shifts us from a comfort zone to a zone full of discomfort in the beginning. For a full time production engineer, a change to a career as human resources consultant may need a total about turn, back to school and learning new skills for the new job. Some people change careers so totally that it looks incredible. Let us talk about changes that can be done more smoothly. I am talking about learning about a new career along with the old one and then shifting to the new career slowly. This process also requires mental strength, because it needs lot of extra work.

The first barrier that one encounters while thinking of career change is- how did I get into a wrong career? What if my new decision also turns out to be wrong? What if I continue with my present career? Why should I change my career? Some of these questions need head to answer and some questions are for the heart such as asking why did I chose the wrong career to begin with, may involve damage to self esteem, and acceptance of failure.

Before thinking of changing career, one needs to do analysis of life goals, and deciding about how the present career does not satisfy those goals. Only after deciding that something drastic needs to be done can one think about changing career. One has to develop mental and emotional strength to undergo these changes and emerge a winner again.

Road plan to your dreams:

1.Figure out what you want the most in life. What is your dream?

2.Set small, realistic steps so you can clearly map out the way to your destination, your dream. Remember that you cannot swim the ocean.

3.Be prepared to take an alternative route if you run into roadblocks.

4.Don’t give up. You WILL reach your destination.

Let us think about the positive things we want in our life. Take the time now, to think about what you really want and then set about making up your road plan. Wishful thinking won’t accomplish anything. Make plans and follow your dreams!

Research has shown that people with chronic insomnia almost invariably have marked deficiencies of such key nutrients as B complex vitamins, and Vitamin C and D as also calcium, magnesium, manganese, potassium and zinc. The sleep mechanism is unable to function efficiently unless each of these nutrients is present in adequate amounts in the diet.

A balanced diet with simple modification in the eating pattern will go a long way in the treatment of insomnia. Such a diet should exclude white flour products, sugar and its products, tea, coffee, chocolate, cola drinks, alcohol, fatty foods, fried foods, foods containing additives, excessive use of salt and strong condiments.

In the modified eating pattern, breakfast should consist of fresh and dried fruits, seeds and milk or yogurt. Of the two main meals, one should consist of a large mixed salad of raw vegetables and the other should be protein based. A cup of milk sweetened with honey at bedtime is helpful as the amino-acid tryptophan contained in milk induces sleep.

Certain home remedies have been found beneficial in the treatment of insomnia. One of the most effective of these remedies is the use of lettuce. The juice of this plant has been likened in effect to the sedative action of opium without the accompanying excitement. The seeds of lettuce in decoction form are also useful in insomnia.

The mixture of bottle gourd juice and sesame oil acts as an effective medicine for insomnia. It should be massaged over scalp every night. The cooked leaves of bottle gourd taken as a vegetable are also beneficial in the treatment of this disease.
A tea made from aniseed is valuable in sleeplessness. This tea is prepared by boiling about 375 ml. of water in a vessel and adding a teaspoon of aniseed. The water should be covered with a lid and allowed to simmer for 15 minutes. It should then be strained and drunk hot or warm. The tea may be sweetened with honey and hot milk may also be added to it. This tea should be taken after meals or before going to bed.

Another effective remedy for insomnia is the use of honey. It has hypnotic action in bringing sound sleep. It should be taken with water, before going to bed, in doses of two teaspoons in a cup of water. People generally fall asleep after taking honey.
Controlled breathing is a great help in inducing sleep. The method is to lie on your side in bed and then take three deep breaths expanding the abdomen completely. Then hold your breath as long as you can. Next, take three more breaths and repeat the breath-holding. While you hold breath, carbon dioxide accumulates in the body and induces natural sleep.

Regular active exercise during the day and mild exercise at bedtime enhances the quantity and the quality of sleep. Exercise stimulates the elimination of lactic acid from the body which co-relates with stress and muscular tension. Regular exercise also produces hormonal changes which are beneficial to the body and to the sleep pattern. Walking, jogging, swimming are all ideal exercises.

Are You Inspired?

How to know if we are inspired in what we do? The first question should be – are we made for that work? Does that work fit our abilities and mental makeup? If yes, the first barrier to inspiration in work is broken. For example a person with weak physique will find the work of a sailor very unsuitable. What about enjoyment? Do you enjoy doing your work? Are you happy at the end of the day or tired and irritated? If you enjoy doing your work, no amount of hard work will tire you out totally. Otherwise your inner frustration of doing something that you don’t like doing will tire you out with anger in no time. The fun quizzes on your career may help you resolve many issues.

Do you feel that your work makes other lives better? If some how you can begin getting that feeling, your inspiration in work will rise without any other help. Think of a person, who made a bed especially for a sick person. During a visit to the sick person, the maker is told that the bed has made life much better and how much the patient loves the bed and thanks the maker for that. The person who made that bed will feel extremely satisfied with his/her work after this session. Unfortunately, most of the customer interaction are handled by the marketing department now a days and the people who work to make the product, don’t come in touch with the users. We all feel very satisfied if we feel that our work has made someone feel better. If the marketing person who makes good sales is thanked by the shareholders of the company for multiplying their investment, he/she will be equally happy. the point is – we feel satisfied and inspired if we give joy to other with our work.

The last test to find out if you are inspired in your work would be to find out if you show creativity in your work? Those who are inspired show creativity in some area of of their work, because they want to improve the work efficiency. Uninspired souls will only wait for the day to get over while inspired ones always feel good and creative doing their work. If you have found a work that inspires you, you are very lucky, otherwise it is time to find your true vocation and get satisfaction.