overcoming objections

Steve’s Memes: Everyone Only Has One Head






Today’s Lesson: They Have Just One Head & One Heart…   Whether you’re the manager “correcting” your employees or a salesperson going in for the kill, everyone only has one head and one heart. If your long-term goals depend on them, you’d better hope you didn’t take off their head or rip out their heart already.(…)






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Steve’s Memes: Actions Schmactions; Unfortunately, Words Matter More






Today’s Lesson: Choose Your Words Carefully   Remember when actions actually did speak louder than words? Me neither; none of us are that old. TODAY’S LESSON: An unfortunate result of the superficial nature of most everyone is that words matter more than actions… and likely always will. Understanding this and using it to your advantage(…)






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Mastering The Phones: The 3 Cs of Phone Skills Mastery (PART 4)






  Mastering The Phones: The 3 Cs of Phone Skills Mastery (PART 4) TRANSCRIPT: The third and final C of phone skill mastery is Control. Control can only come after you have a mastery of the material (Competence), and a solid belief in your abilities (Confidence). To say this point clearly – you cannot stay(…)






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Mastering The Phones: The 3 Cs of Phone Skills Mastery (PART 3)






  Mastering The Phones: The 3 Cs of Phone Skills Mastery (PART 3) TRANSCRIPT: The second of the 3 Cs of phone skills mastery is Confidence. An amazing thing happens when you get really good at the talk tracks; when you become competent, right? You begin to gain confidence. However, confidence goes beyond just knowing the(…)






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Mastering The Phones: The 3 Cs of Phone Skills Mastery (PART 2)






  Mastering The Phones: The 3 Cs of Phone Skills Mastery (PART 2) TRANSCRIPT: So, with those 3 C’s, it doesn’t matter what your actual word tracks are. If you can attack the phone as a competent speaker, with confidence in your abilities, and keep control of the call, you’ll win over 95% of the(…)






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Mastering The Phones: The 3 Cs of Phone Skills Mastery (PART 1)






  Mastering The Phones: The 3 Cs of Phone Skills Mastery (PART 1) TRANSCRIPT: Hi, this is Steve Stauning with another ‘Steve Stauning Short & Sweet Video Training Lesson’. Today’s lesson: Mastering the phones. How to OWN the phones by remembering the 3 C’s of phone skill mastery. Now, let me start out from the beginning(…)






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Car Dealer Phone Ups: The 5 Types You Handle Today (PART 3)






  Car Dealer Phone Ups: The 5 Types You Handle Today (PART 3) TRANSCRIPT: The third type of call we get today is the ‘inquiring’ call. This is a good call. The customer calls up and says, “Hey, does it have third row seats? Is it an automatic? Is that a tear I see in(…)






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Car Dealer Phone Ups: The 5 Types You Handle Today (PART 2)






  Car Dealer Phone Ups: The 5 Types You Handle Today (PART 2) TRANSCRIPT: The second type of phone call that your team will find themselves involved with today, is ‘selling’. The reason you are in a selling phone call is just the result of our shooting ourselves in the foot. No customer today is(…)






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Car Dealer Phone Ups: The 5 Types You Handle Today (PART 1)






  Car Dealer Phone Ups: The 5 Types You Handle Today (PART 1) TRANSCRIPT: Hi, this is Steve Stauning with another “Steve Stauning’s Short & Sweet Video Training Lesson”. Today’s lesson: The five types of sales calls that car dealers find themselves in today, and why your BDC is probably your best option. Now, it’s important(…)






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Overcoming Objections on the Phone: I’m Not Ready To Buy






  Overcoming Objections on the Phone: I’m Not Ready To Buy TRANSCRIPT: One of the most frustrating objections you can get if you’re a BDC agent or a salesperson on the phone with a prospect is one where you’ve given them all the information; you’ve been very helpful and you go to schedule the test(…)






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