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28. How to Identify Objections in Sales Conversations | Sales Tips for Small Business

Episode 28 - How to Identify Objections in Sales Conversations
Hello and welcome back to Sales & Business Strategy for Women Podcast where we talk all things Business Growth! If you are wanting to learn or uplevel sales skills, business growth strategies, and how to manage your time while doing it, you are in the right place!  
 
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I’m Lindsay Fletcher, your host for Sales & Business Strategy for Women.  I’m a mom, wife of 4, dog mom, Jesus follower and multiple six figure small business owner.  If you haven’t already, please follow this show so that you don’t miss an episode!  
 
In today’s episode, I discuss what sales objections are and how to identify them.  
 
Many people view objections as points in the sales process where the prospect or customer says no.  I hope to widen your view of objections. Objections are really anything that stalls or halts the sales process from closing. This could be the prospect’s or customer’s timeline, budget, their inability to make a decision, or their inability to move forward. They can also be hurdles that you will need to overcome.  Many times the things that I just mentioned are actually smokescreens that people use to avoid high pressure salespeople.
 
Just a friendly reminder, that objections are buying signals, and they are signs that you have built trust with this prospect or customer.  Until this person says no to you and or purchases from someone else, they are still in your pipeline.  Objections are also not personal.
 
I was recently in a sales coaching session with a client where I identified that he wasn’t properly labeling objections in his mind during his sales conversations.  He was categorizing actual objections from the customers as “just facts” about them.  When we started the session, he told me that when a customer says that they have a timeline to purchase his product in 1.5 to 2 years, he was taking that as fact rather than an objection or an obstacle or smokescreen.  I want you to start thinking of these types of “facts” as “objections”, because they are simply hurdles that might be able to be overcome rather than just facts.  
 
Now, I understand that this could actually be their timeline and that their sale won’t actually close for 1.5 to 2 years. However, there is so much to be done in the meantime, and an excited buyer will often speed up their timeline if they are excited about the purchase, if they really really want it. Buyers will actually look for information that goes along with their want or need for your product or service so that they can convince themselves they should move up the timeline.  Timeline is just one example of an objection or hurdle.
 
In my client’s industry, there is a significant timeline that they need to follow from the time the customer signs the contract until the time that they actually receive the product - somewhere between 10-12 months.  And in his case, there is a lot to be discussed, choices to be made, and customization that takes place. So the particular customer that has a 1.5-2 year timeline isn’t actually too far off.  There is a lot of selling and closing that can happen between now and the time of signing the contract and closing the sale.  There is a lot of time to build a relationship.  There is also pricing to lock-in.  Again, don’t let something like a timeline detour you from going after the sale.  Everything is changeable. Is that even a word?  And when a customer wants something bad enough, I mean everything is changeable.  
 
So now that you know what objections are and how to identify them in your conversations, I want you to go back through your recent sales conversations and identify the objections that you might have missed. This might give you a reason to follow up with this prospect or customer to learn more about their situation and objection(s).  Use this to help you identify them better in the future so that you are prepared to handle these objections and move your sales process forward.  
 
Thank you again for joining me for this episode of Sales & Business Strategy for Women!  Please follow this show where you listen to podcasts so you don’t miss an episode!
 
XO,
Lindsay Fletcher
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I’d love to connect with you!  Here are 2 ways to do so:
 
Join our FREE community of like-minded women who are stepping into their full potential and going BIG in their businesses: https://www.facebook.com/groups/367731782244780 
 
I’m excited to hear from you!  Please send questions, comments, and feedback to hello@lindsayfletcher.co.
Objection Handling | Sales Objection Identification | How to identify sales objections | Overcoming Objections | Sales Training for Women | Business Growth Strategies | Sales Skills Development | Business Coaching for Women | Women in Business | Sales Confidence | Entrepreneurship Tips | Client Relationship Management | How to Sell Services | How to Sell Products | How to Grow My Business

27. Five Small Business Lessons from the Paris Olympics 2024

5 Business Lessons from Paris Olympics 2024
Hello and  Welcome to Sales & Business Strategy for Women where we talk all things Business Growth! If you are wanting to learn or uplevel your sales skills, business growth strategies, and how to manage your time while doing it, you are in the right place!  
We just wrapped up watching the Olympic games and there were so many business lessons that I was reminded of throughout watching these elite athletes!  Today, I’m talking about 5 business lessons from the Paris Olympic Games 2024!
It was truly an amazing couple of weeks watching these athletes compete at the highest level and come out on top.  You can find lessons nearly anywhere you look and there were so many takeaways that I can relate back to business and what success can look like.  
Progress over perfection. While women’s gymnastics was competing, Simone Biles’ extremely difficult tricks reminded me that it doesn’t have to be perfect. Simone’s landings on the most difficult vaults in women’s gymnastics were not perfect.  In fact, one of the announcers said that on one of her vaults she actually plans for a step at the end to ensure that she lands safely. Her landings weren’t perfect, but the degree of difficulty for the skills that she performs is astronomical. She is the greatest of all time. You are doing something that is so hard: you are in business. Just like Simone, you don’t have to stick every landing or close every deal.  It’s ok to prepare for that extra step if you will.  We need to imperfect action in our businesses so that we make progress.  Progress is the GOAT in business.
Don’t be afraid to show your enthusiasm for your work! Snoop Dogg was a highlight of the Olympic games for me. His enthusiasm and excitement for the athletes was authentic. He has successfully “rebranded” himself from Gangsta Rapper to America’s Favorite Grandpa and his light is shining!  Be a Snoop D-o-double G - be authentic and show your excitement for what you do, and don’t even look the direction of the naysayers - we don’t have time for that!
Use what you’ve got. We don’t need the fanciest technology. We just have to do the work. Take it from Turkey’s shooter Yusuf Dikec who won silver wearing regular glasses with his non-shooting hand in his pocket.  I think so many times we get caught up in having the fanciest website, technology, and gear, but the truth is we don’t need that stuff most of the time. We sometimes spend too much time comparing ourselves to “what everyone else has” (insert eyeroll because if you are watching social media, remember that those are highlight reels, not actual real life.) We should use what we have and get to work.
Boundaries and mental health are important.  Back to the GOAT.  Simone Biles suffered from some mental health issues in 2021 driving her to make the difficult decision not to compete in the Tokyo Olympics.  She openly discussed how she took time off from gymnastics, focused on her mental health, and sought out therapy. She prioritized her health, a boundary we all should have in place, and came back better than ever.  Ladies, especially you moms, it is easy to get in the grind of always working, always grinding, always putting everyone else first.  But this proof is here - when we rest, prioritize our health, and put good boundaries in place, we will be able to perform and compete in our businesses at a higher level.  Simone proved that.
Being yourself is the best. Ilona Maher is the perfect example.  She skyrocketed to social media fame after she and her teammates won Bronze in women’s rugby.  She is a beautiful, strong, powerful woman who is sensitive and so hilarious.  She has candidly talked about body image and assumptions people make about her.  She’s made us laugh and she’s made us cry.  She’s an excellent reminder to be YOU and to do business your way.  Your business doesn’t have to look like everyone else’s, just like your body doesn’t look like everyone else’s.  If social media isn’t your thing and you don’t feel called to show up there, then don’t.  Your business can look however you want it to look. If you want to be online only, then do that. Build a strategy that is in line with your values and goals. Building a business that is authentic to you, your family, your values is most important.
There were so many lessons from the Olympics but these were my top 5. They were such good reminders for me, and I hope that they are good reminders and lessons for you too.  We have to keep our eyes looking at the big picture and it’s so easy to get caught up in the minutia of owning a business and/or leading a team that we often forget there is a forest because we are stuck inspecting the trees.  
Thank you again for joining me for this episode of Sales & Business Strategy for Women!  Please follow this show so you don’t miss any episodes!
 
XO,
Lindsay Fletcher
I'd love to connect with you! Here are two ways:
1. Join our FREE community of like-minded women who are stepping into their full potential and going BIG in their businesses: https://www.facebook.com/groups/367731782244780
2. Email me at hello@lindsayfletcher.co with questions, comments, suggestions, or to schedule a coaching call!
 
Women Entrepreneurs | Small Business Owners | Sales Training for Women | Business Growth Strategies | Lead Generation | Time Management for Entrepreneurs | Sales Skills Development | Business Coaching for Women | Women in Business | Entrepreneurship Tips | Work-Life Balance for Business Owners | Client Relationship Management | Sales Skills | Learn How to Sell | How to Grow My Business | How to Sell Services | How to Sell Products

26. Creating Margin in Small Business

Hi friend! Today's episode is all about creating margin in our small businesses and in our personal lives so that we can create, problem solve, and continue growing our small businesses.   In this episode, I discuss the symptoms of constantly being in a state of hustle, hurry, or busy, and why we feel that way.  Once we've identified the symptoms of hustle culture and why we feel the need to stay there, we can begin to evaluate how to create this seemingly elusive margin.  It's going to take some work and consistency, but I know that you can do it!  I know that once you've created some boundaries and have figured out how to get some things off of your plate, you'll feel much more peaceful and productive in life and in business.  
Don't forget to join my free Facebook Community here!
Do you have questions about small business ownership and how to grow while maintaining a great work-life balance?  Email me at hello@lindsayfletcher.co  - I can't wait to hear from you!!!
My Best,
Lindsay
 
P.S. I forgot to mention it in this episode but it will be the last one before I break for a bit.  I'll be back with more sales and business strategy content in September 2024!

25. 5 Ways to Grow Your Small Business God's Way

Hey Friends! Welcome back to Small Business Sales & Strategy Podcast!  Today's episode is a faith-based on where I share 5 ways to grow your business God's way.  Even if you aren't a Christian, I hope you'll take a listen because these things are applicable to all of us as women in small business - building community, serving, breaking up with busy, focusing on who not what, and sharing your vision.  
Please join my free facebook community by clicking here!
Have a question about sales, marketing or business strategy?  Email me at hello@lindsayfletcher.co
Thank you so much for listening! 
XOXO,
Lindsay

24. How to Prepare for Your Next Sales Call in Small Business

Welcome back to Small Business Sales & Strategy Podcast!   One of the biggest mistakes that I see business owners and sales reps make is going into meetings or calls unprepared. You want to walk away from your sales calls with more information and ideas on how to move to the next steps, but you can't do that if you don't walk in prepared. In today's episode, you will learn how to prepare for your next sales call.  You need product knowledge and customer knowledge and I break down both in this episode.
I reference Episode 3 where we talk about buying styles so be sure to go back and listen to that one!  In fact, put it on your favorites list so you can go back and reference it often!
Don't forget to join my *FREE* Facebook Community for Female Small Business Owners by clicking here!
 
What questions do you have about sales?  Email me at Hello@LindsayFletcher.co! 
 
XOXO,
Lindsay

23. Micro Niche Your Marketing in Small Business with guest Geovanna Burgess White

Thank you so much for joining me for today's episode!  Have you ever wondered why people don't know what you do in your business?  You've told them all of the things that you do, your social media says all of the things that you do, and so does your website.  Well, that might just be the problem.  If you are talking about all of the things that you do, it is likely you are confusing your audience and potential customers. 
Today, Geovanna Burgess White of YG Collaborations joins me to discuss how to micro niche our marketing and why it's so important to be crystal clear on what you do and who you do it for! 
 
You can find Geo & her business partner, Yvette, on all social media platforms - their IG is https://instagram.com/ygcollaborations.  
 
You can also find Geo inside of my *FREE* Facebook group for Female Small Business Owners here --> https://www.facebook.com/groups/367731782244780
 
Have sales and marketing questions:  Email me at hello@lindsayfletcher.co 
I want to hear from you!!!
 
XOXO,
Lindsay

22.How to Provide Excellent Customer Service in Small Business

Hey there! Welcome back to Small Business Sales & Strategy podcast!  I'm so happy you are joining me for our 22nd episode!  Today, we are talking about customer service as a part of your sales process. 
 
How many times have you called a company about a bill or a problem and you are sent through an automated system only to end up frustrated because you can't actually talk to a human?  Many times, right?  
 
Well, I believe that being a small business has it's advantages and providing excellent customer service is where we can thrive!!!  Providing excelling customer service can turn prospects into new customers and later into long-term customers. Small businesses have this opportunity to build the like-know-trust factor quickly!  Today, I talk about two ways to provide excellent customer service as well as a couple of bonus tips too.
 
Don't forget to join my *FREE* Facebook Community for Women in Small Business --> https://www.facebook.com/groups/367731782244780
 
Join my email list for my *FREEBIE* to improve communication with your customers and within your team --> www.lindsayfletcher.co
 
Need sales training or a speaker for your business event?  Have a question about sales?  Email me at hello@lindsayfletcher.co! I look forward to hearing from you!
 
My Best,
Lindsay

21. The Number One Thing Small Business Owners Miss in Sales Conversations

Welcome back to Small Business Sales & Strategy podcast!  I'm so glad you are joining me today!  Today, I'm sharing the number one thing that I believe small business owner miss in sales conversations and speaking about their business. 
 
If you have listened to this podcast very long, you probably have an idea!  I believe that biggest mistake that small business owners make is not asking enough questions!  We don't really know our customers well enough because we don't continue asking questions, so in today's episode, I give you three ways that you can ask questions so that you continue solving problems and meeting people's needs:
 
1. Ask questions!  Do market research to make sure that you are solving a problem.
2. Ask more questions!  Get to know your customer's needs, where they came from, where they are now, and where they are going.  Tap into emotions and feelings about their journey.
3. Ask more questions! Continue the conversation when they become your customer so that they remain loyal to you and your brand.
 
If you've know me for any length of time, you know that I teach that asking (more) questions is essential to sales success! That's because it is - your customers want to be known by you.  They want to know that you care.  That's how you build brand loyalty.
 
Don't forget to join my *FREE* Facebook Community for Women in Small Business --> https://www.facebook.com/groups/367731782244780
 
Join my email list for my *FREEBIE* to improve communication with your customers and within your team --> www.lindsayfletcher.co
 
Need sales training or a speaker for your event?  Let's connect! Email me at hello@lindsayfletcher.co! I look forward to hearing from you!
 
My Best,
Lindsay

20. Small Business Task Management - Figure out what to do and what to delegate

Welcome to the 20th Episode of Small Business Sales & Strategy Podcast!  I cannot believe we are at 20 episodes already!!! Time flies when you are having fun!
 
Today's episode is about delegation in small business. In our small business, we have been evaluating our daily, weekly and monthly tasks, and where we can do a better job.  Some of the discussion has been centered around delegating the tasks that don't need to be done by us as owners, and I was excited to read a passage of scripture during my quiet time a few mornings ago!
Acts 6:1-7 talks about how the 12 apostles knew they were called to spend time in prayer, spread the GOOD NEWS of Jesus and The Word of God so that the number of believers would continue to grow.  They were getting complaints within the group of believers that people were unhappy with how food was being managed and distributed.  So, instead of becoming distracted with these types of tasks, they came together and developed a plan to delegate so that they could stay doing the things that moved the needle in their "business" (their "business" was spreading God' message of hope and freedom in Jesus). So, they found 7 people that were wise and filled with the Holy Spirit to take over management and distribution of the food.  They DELEGATED. 
 
So how do we decide what to delegate?  Let me introduce you to Eisenhower's Matrix!  There are four categories in Eisenhower's matrix that will help you decide what YOU need to do now, what needs scheduled, what you can DELEGATE, and what you can/should delete (my favorite category!!!).  I explain how to determine what goes in each category and I also give some examples.  I hope this episode sets you free to delegate in your business and personal life in whatever stage of business and life you are in!
 
Don't forget to join my *FREE* Facebook Community for Women in Small Business --> https://www.facebook.com/groups/367731782244780
 
Join my email list for my *FREEBIE* to improve communication with your customers and within your team --> www.lindsayfletcher.co
 
Need sales training or a speaker for your event?  Let's connect! Email me at hello@lindsayfletcher.co! I look forward to hearing from you!
 
XOXO,
Lindsay
 
 

19. Choosing Your Hard in Small Business

Welcome to Small Business Sales & Strategy podcast!  I'm so happy you are here with me!  In today's episode, I talk about "Choosing your hard" when it comes to your small business and your life.  We all have hard things to do and hard things going on in our lives.  For me, staying on track and keeping up with the so-called mundane day to day tasks are hard.  It's also hard for me to choose to workout, one of the ways that I manage my mental health.  So with these hard things, we have a choice to make - do the thing that seems hard or daunting and move the needle forward OR we can choose to avoid doing them and stay right where we are at.  And I don't know about you, but I don't want to be in the same place that I am a year from now - I want to keep growing!!!  We can choose our hard. I can choose my hard, and so can you!
 
My best, 
Lindsay
 
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Email - hello@lindsayfletcher.co
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