The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

You find the perfect client and start proposing a deal with them. When you are about to close the sale, the potential client says, “I have to think about it.” What are you going to do now?  In this episode, host Donald Kelly talks with Marcus Chan, the founder of Henley Consulting Group. Chan shares the Heart Framework to help sales reps overcome objections. HEART Framework H - Heard. Use this framework for any objection thrown your way. For example, if the objection is, let me think about it, start with the letter H for heard. You show them a little empathy and make them feel heard. E - Elaborate. Next, have them discuss what is on their mind with the letter E and elaborate on the objection. Ask, "Can you tell me more about that?" Marcus provides an excellent example of how digging deeper can help sales reps find the root objection. A - Aside from that objection. After you have them elaborate more, move on to A, aside from that objection. Do they have any other questions or comments that may make them