Please log in to view this content
How to be a Mega Connector
Rome Floyd Chamber Small Business Spotlight – Wendi Corn with Creating Magic Vacations, Stacy Wester with Family Savings Credit Union, and Seth Ingram with RIFF (Rome International Film Festival)
/
RSS Feed
BRX Pro Tip: No or Not Yet
BRX Pro Tip: Sales Tip – Restate Objections
/
RSS Feed
BRX Pro Tip: Sales Tip – Restate Objections
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, we’re all going to get concerns, questions, objections when we’re in the sales process. And you’re suggesting that one good strategy, discipline, best practice when you get an objection is, before you do anything, first, restate the objection. Can you speak to that a little bit?
Lee Kantor: [00:00:27] Sure. When a prospect has an objection, just take a second and then restate it back to them or paraphrase it. That way, you can isolate that objection and get agreement that that’s really their objection. It might be something they just kind of impulsively said and they really don’t mean it, and that’s really not the objection.
Lee Kantor: [00:00:49] So, if you can just kind of pause the conversation and go, “Hey, you said that this is stopping you from working with me? Is that true? Like, what about this?” And start discussing it and see if there’s a way to resolve it. Because if you can resolve it, then you have a path to move forward.
Lee Kantor: [00:01:10] And, Stone, this is something that you do a great job of. And this is something that is an important part of your kind of sales background. Could you talk about how you do this? Or what are some of the language you use to kind of isolate an objection?
Stone Payton: [00:01:26] Well, and that’s the key to me is to isolate it. Otherwise, I think sometimes you can find yourself making an assumption. I think, I love the idea of restating the objection because that way you’re not making an assumption of what they said, or based on what they said, or how they said it, or even why they might have said it. But, regardless, once you’ve done that, you’ve restated it.
Stone Payton: [00:01:49] Now, to really make sure that that is the barrier, the roadblock, what’s standing between where you are now and where you want to take the conversation in the deal, is – and I learned this from a mentor by the name of Steve Brown with the Fortune Group. It was part of a great training course. But one very specific piece of language that I’ve learned that has served me so well over the years – if someone has an objection and you’ve restated, you know, “If I understand you completely, what I think I hear you saying is that you feel like the fee may just be too high at this point for you. Is that accurate?” And they say yes.
Stone Payton: [00:02:32] Then, the next thing I say is, I ask a question, “If you weren’t concerned”. So, if you weren’t concerned about the fee, then in your opinion, do you feel you would buy the show or do the thing? And if they come back and say yes, then at least you know what you’re dealing with. And then, you can create a different product, you can change the fee. Or you can say, you know, “Do whatever you want. Hey, maybe I’m too early or too late to be a real service to you.”
Stone Payton: [00:02:58] But what will happen if that’s not real and it’s just a smokescreen? And sometimes people will give you a smokescreen because they’re nice. They don’t tell you no. But if it’s a smoke screen, they’ll get kind of cagey, they’ll hem and haw “Well, no. Also, my mother-in-law is staying in town, she won’t be gone. So, we’re probably looking at October anyway.” If they’re at all cagey about when you say, if you weren’t concerned, if they come up with a different concern, that’ll help you, it will keep you from chasing red herrings.
BRX Pro Tip: Your Network is Your Most Valuable Resource
/
RSS Feed
BRX Pro Tip: Your Network is Your Most Valuable Resource
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, we’ve got a lot of resources that we put into play as we build and grow our businesses. I’ve often heard it said that, you know, people are an important resource. You certainly have economic resources. You have energy. You have creativity. But I’ll tell you, for me and you both, I mean, our experience really has been when it’s all said and done that your network can really be your most valuable resource.
Lee Kantor: [00:00:33] Yeah. I mean, imagine a world where you can create a system that allows you to meet new people who are doing important work and connect them to other people in your network who can benefit from those relationships. Imagine what a powerful, influential person you’ll be to that community that you’re building. Imagine how important a resource you are to your entire network and how the network helps the entire community. Imagine having the ability to do that.
Lee Kantor: [00:01:02] That’s the beauty of the Business RadioX system. That is the machine that we have built for ourselves and for the clients and for our partners. We have the ability to become a power connector and build the network of our dreams because we are helping other people by telling their story, by supporting and celebrating their work. We become that indispensable resource that is the kind of good corporate citizen that’s helping the community as a whole thrive by sharing the stories of the people doing important work.
Lee Kantor: [00:01:38] Our system helps our sponsors and our partners have influence and impact on the people that are most important to them. We have a machine that helps build a viable network, even from scratch for some people in a short period of time. Our clients and partners can build a network that they’re proud of filled with people that want to help them. They want to serve the community. They want to do good in the community.
Lee Kantor: [00:02:05] Now, that is important in any business, but especially in our business. It is the lifeblood. So, I would recommend anybody who is out there that is struggling to build a network to consider working with Business RadioX in some form, because we have figured out how to build a network that is filled with the most important people doing the most important work.
Chattanooga Business Radio® Studio
Our Most Recent Episode
BRX Pro Tip: From Vendor to Partner
/
RSS Feed
BRX Pro Tip: From Vendor to Partner
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, most of us, we want this in almost every relationship that we have with our clients. But let’s talk a little bit about navigating the terrain. Making the transition intentionally, purposefully, appropriately from vendor to partner.
Lee Kantor: [00:00:25] Yeah. I think that if you’re in professional services, especially, that this is critical for the growth of your firm is you’ve got to move yourself from being just a vendor, another commodity to an indispensable partner. When you do that, you can charge more. When you do that, you can get more referrals. And when you do that well, you can build a portfolio of customers for life.
Lee Kantor: [00:00:51] But in order to do that, you’re going to have to deliver results that have a meaningful impact on your client. You’re going to have to be a trusted adviser for your client. Someone that tells your client hard truths. Someone that holds your clients accountable. And someone that delivers memorable service.
Lee Kantor: [00:01:14] And if you do all of those things, then you have elevated yourself from being a commodity vendor to, now, somebody that’s a trusted adviser, somebody that’s indispensable, somebody that is critical for the success of the client. And they wouldn’t consider shopping that service. They wouldn’t consider, you know, going out and seeing what else is out there. They’re going to be somebody that’s happy to tell other people about you if you can do those things.
Lee Kantor: [00:01:41] So, focus on delivering that service and results that have a meaningful impact. And then, you will have done that. You will have become that indispensable partner.
Rome Floyd Chamber Small Business Spotlight – Russell Cook with Howard Finster’s Paradise Garden, and Daniel Mulkey with Mulkey Dumpster Rental
/
RSS Feed
