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Elise Carr

Be Dazzled

By Elise Hacking Carr

About Elise

Elise Hacking Carr is Managing Editor for Promo Marketing Media Group.
 

Compliance Chat

Jeff Jacobs
Let Me Google That For You
Sep 19, 2014

On more than one occasion I have taken the easy road and asked a question of a colleague rather than...



Jeff's Rant

Jeff Solomon, MAS
ADD…on an (A)
Sep 18, 2014

In the promotional marketing industry, we know what an (A) represents. If we compare an (A) to ADD, (Attention Deficit...



Beyond Words

Rebecca Kollmann, MAS+
Create an Experience
Sep 15, 2014

There are times when we do everything we can to reach our goal as quickly and as effortlessly as possible....



Kiwi's Coaching Corner

Paul  Kiewiet
Focus or Discipline?
Sep 11, 2014

A great many of my coaching clients ask for help with focus. They are easily distracted and stray from doing...



Not So Technically Speaking

Dale Denham
3 Reasons Promotional Products Work Better Than Most Online Advertising
Sep 9, 2014

Promotional products cannot be blocked but online advertising can and is. In fact, the blocking of ads on websites is...



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
"You Don't Have to be Great"
Sep 8, 2014

That's right. "You don't have to be great to start, but you have to start to be great." I love...



Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
What Clients Really Want—It’s Not the Best Price!
Aug 25, 2014

A few years back I was speaking at Fruit of the Loom’s national sales meeting, I had the pleasure of...



Selling Smarter

Rosalie Marcus
My Very Personal Connection to the ALS Challenge
Aug 19, 2014

You’ve probably seen the ALS Ice Bucket Challenge all over social media and TV. Perhaps you’ve taken it. For me,...



Embellished

Kyle Richardson
The Best Laid Plans
Jul 11, 2014

Why it's always smart to keep a planner with your schedule and important documents, and why it's never smart to...



Promotional Fashionista

Colleen McKenna
5 Soccer Promotions for After the World Cup
Jul 1, 2014

Studies show that Americans prefer soccer to NASCAR. Here are five items to sell to soccer fans....



Mike's Blog

Michael Cornnell
Interview with Jason Black, CEO of Top Distributor Boundless Network
May 19, 2014

Ranking #19 on the Top 50 List, Black shares his thoughts on the future of the industry and what has...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
Source Your Inner Iron Man
Jun 11, 2014

Be a hero. Look for opportunities to swoop in and save the day. Source your inner Thor or Wonder Woman....



The Hot Button

Mary Ellen Sokalski, MAS
"How It's Made" Can Make You More
Jun 11, 2014

The show "How Its Made" is celebrating its 22nd season on television. How can we be a hit, season after season,...



Guest Blogs

Guest Contributor
The Anatomy of Emotional Marketing
Apr 11, 2014

You've probably heard the old adage: "It's the thought that counts." This could not be any truer, especially in business. When...



Big Picture Promo

Matt Kaspari, CAS
Meeting Clients Where They Are
Oct 24, 2013

Promotional marketing is at its best when it empowers a client’s brand, meets his or her objectives and fits within...



My Two Cents

Rick Brenner
For Promotional Product Sales, Protect Your Client's Brand
Jun 3, 2013

Whether you are selling to a global brand like Nike or to your local YMCA, no single asset is more...



Friday Sales-thought of the Week!

Dale Limes, MAS
Reverse Engineer Your Sales Success
Mar 18, 2013

Steven Covey reminds us that when setting goals ... "Start with the end in mind." That is to visualize the...



Editor's Notes

Nichole Stella
The Perfect Match
Mar 5, 2013

The Super Bowl has also become the Ad Bowl, where brands duke it out to see who has the funniest,...



The Sales Challenge

Bill Farquharson
Think and Succeed
May 29, 2012

What would happen if you woke up in the morning and your first thought was, "I am never going to...



Creating More Purposeful Sales Conversations

Lisa Leitch, CSP, MAS
Under 100 Days to Achieve 2011 Goals
Oct 20, 2011

It's hard to believe, but there are fewer than 100 days left to achieve 2011 goals! Are you on track...



Food for Thought: Creating sales opportunities out of objections

 

Many believe the holiday season is the “most wonderful time of the year.” But we know better—it's the busiest time of year. Our entire staff has been relentlessly working toward an end to multiple projects, which is a good thing. We enjoy what we do and it's rewarding to present our final product(s) to our readership.

Unfortunately, that means a quick blog post this week. While handling some tasks for Promo Marketing, I've also been putting together the top distributors issue for our sister publication, Print+Promo. In addition to crunching numbers and evaluating industry trends, I gathered information for an article about sales presentations involving long-distance selling and face-to-face selling. I spoke to Kathi Simonsen, president of Simonsen Sales & Marketing and author of “The Sales Ascent.” During our conversation, she made an intriguing point that I never considered: Objections are actually good because they show interest. Really?

“The most difficult buyer to work with is the passive buyer; the one who just stares at you and nods. Nothing seems to be connecting. Maybe he has decided that the best way to get rid of you is to hear you out and then say, “I'll think about it, good-bye,” she said. “In contrast, the buyer who throws out objections is really working with you and is quite probably interested. If he wasn't interested, why would he waste his time objecting to what you say? He would either cut the meeting short or zone off during your presentation like that passive buyer.”

Every salesperson knows that thick skin is required to be in this business (Note: This is why I stay on the editorial side of the spectrum). But how do you handle it when you're constantly on the receiving end of objections? Are they opportunities or positive feedback in disguise? Perhaps it varies according to the industry—If a telemarketer calls me and I tell him or her: “Thanks, but no thanks,” I mean it. That isn’t a green light for persistent follow-ups at dinnertime (or any time). What are your thoughts on this topic?

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