Objections are your friend
As a sales professional, intuitively, you know that objections will come. But do you really do enough to prepare for them? As part of the learning in the SCPS™ Certification process, the book encourages you to not just welcome objections but do the “heavy lifting” and really plan for them. Why? Because objections help you determine what selling phase the prospect is in and what information you still need to bring to be successful. Our study group had a great discussion on this topic. The idea of welcoming objections seemed at first counter-intuitive. Realizing that they actually help you and really can be your friend gave us a new perspective.
The Golden Rule of Selling
One of the first things we noticed about the SCPS sales certification preparatory book is the emphasis on sales ethics. The book hits this topic early and often. As a central theme, the book describes the Golden Rule of Selling. This refers to the sales philosophy of “unselfishly treating others as you would like to be treated”. Sound familiar? Applied to selling, it is about doing the right thing in a selling situation and, yes, walking away from a sale if it’s not right for the customer. It goes on to reinforce that successful selling is about building relationships and relationships are built on trust. It is these relationships that will help you be successful in your sales career.
Our study group is impressed that SMEI makes this Golden Rule such a core foundation of the learning in this program. It made us feel good to know this as we begin our certification journey. We also speculated that it could be a hidden benefit that will add further value to the SMEI certification as more employers learn that sales people trained in the SMEI method have had ethical selling techniques reinforced over and over again as part of their learning. Were you aware that ethics in selling was a major theme in the SCPS certification training? What is your view?
Hello! My name is Paul Zimmerman from the Minnesota Chapter of SMEI. I am one of 5 SMEI members from the MN Chapter who are going through the Sales Certification process – together. We formed a study group that meets 3 times per month to aid the process. Our goal is to complete the SMEI preparatory textbook and take the exam to get our SCPS certification in 3 months.
We are currently 3 meetings, 6 Chapters and 215 pages into the process. So far so good! We have a great group and it’s turning out to be a lot of fun. The book provides the basics (great fundamentals about selling and the sales process) which we then discuss and apply to our own situations. The group approach provides for some great discussions and it really keeps us on task.
So far, the experience has been very helpful and we’ve decided to share our journey via this blog in the hopes of giving you a flavor of what going through the certification process is like. Having access to this formal training is an important reason why we joined SMEI. We hope that by sharing our experience others can see the value and take advantage of this great opportunity. Stay tuned!
The current issue of Marketing Times is now available in digital format. This issue features an interview with David Neeleman, Founder and Chairman of JetBlue Airways and:
–Certification Class of 2007, see all the names!
-SMEI & Puerto Rico Affiliate
Plus all of the regular columns! Get in now.
SMEI signed an MOU with the Eminata Group, which owns and operates several private colleges in Canada. This agreement paves the way to articulate the SMEI Certified Professional Salesperson™ (SCPS™) program into courses at the Vancouver Career College starting in January 2008. Other colleges in Alberta, Manitoba and Quebec will be added to the program in the future. Pictured in the photo are back to front, left to right: Gerard Edwards, CME, CSE, Director of Education, SMEI; Linda Hamilton, Vice President, Vancouver Career College; Andre Souza, CME, Marketing Manager, Eminata Group; Willis Turner, CAE, CSE, President & CEO, SMEI; Stuart Rattan, EdD, Director of Academics, Eminata Group.