Bold & Classy Selling Blog: Expert Blog

Do you play peek-a-boo with client objections about money? Don't assume anything always ask for more information. Check out my video for Bold and Classy Women tips on this topic!


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How do you know when it's okay to ask for a sale? First you need the answers to several key questions.



I would love to hear your thoughts on this topic. Please post your comments below! I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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It can be quite intimidating for us women to continue and reach out to prospects when they haven’t responded to a message we’ve already left. We feel like its “Super Pushy” to try and contact them again. We automatically begin to tell ourselves; “They know how to reach us and if they were interested they would let us know!” So we simply Wait!!! and Wonder!!! and Fret!!! and then… we Lose Confidence!!!

Even worse….We burn through leads rapidly because we Convince ourselves that; “Even if they were interested… they’ll decide Not to work with us if we call them again… because that is just too pushy.” I know we’ve all experienced some version of this kind of thinking and it leaves us with a horrible Mind Set. A truly paralyzing Mind Set that causes us to give up too easily and waste tons of opportunity!

So let’s “Change that Mind Set”! These simple tips below will allow you to comfortably reach out to leads that didn’t call back and actually help you think a little differently about leaving messages altogether.

Overall Selling is so much more effective if you keep calling a new lead until you can speak with the prospect directly …even if it means you have to wait a little bit. So try calling on different days of the week and at various times of the day including nights and weekends. Resist the urge to leave messages too quickly. Remember it’s more effective to talk live so don’t leave messages when initially making contact!

But…Once you have left someone a message the appropriate amount of time has passed and you want to call them again…then Simply Assume they did not get the message! Tell yourself…“It happens all the time for any one of a million reasons” Ask yourself “How can they call me back if they don’t know I left them a message?”

Lastly, Even if the prospect Did get your message it is realistic to consider they are just too busy to call you back. Many times it’s a matter of convenience for the other person when you are persistent enough to call back until you make contact. Once again tell yourself: “They were meaning to call me and time got away from them.”

IF… you resist the urge to just leave messages and… you Don’t allow yourself to Give Up too easily….then You will hear people say, “Thank You for calling again and Thanks for Following up with me”! You’ll hear it more than you can Imagine!

I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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.As women many of us are seriously challenged by our Fear and Resistance when it comes to Closing. My Experience is that women “Traditionally” think of Closing as a really “Bold Action Step” and that thought alone makes us really uncomfortable. Our Incorrect Thinking about what it is to be “Bold” leads us to believe we must really “Push” to close the sale. To make matters worse we women in business put even more pressure on ourselves by Feeling as if “Closing the Sale” is more than just demonstrating sales ability…it actually becomes part of how we “prove” our personal Self-Worth as well! So then our Fear and Resistance toward closing really takes over and the self- sabotaging negative messages or “Inner Tapes” start to play in our minds.

We begin to hear that familiar nagging voice of self-doubt inside our heads and we start asking ourselves those undermining questions over and over again….for example: “If I can’t close this sale then what Good am I?” or “How will I ever be Successful if I can’t close?” By now the pressure is so huge that we over compensate by Ramping Up our Presentation. We Mentally over prepare and become laser focused on our desired outcome…closing the sale. The whole closing process really becomes an emotional struggle for us…Creating even more pressure, more doubt, more fear and more resistance! Whoa, it’s Exhausting and quite harmful…. We really blow a lot of sales trying to close in the face of that degree of pressure!

I have found the best way to Close “Minus the Pressure” is with my Extremely Effective Bold and Classy approach. Have the Prospect close their Own sale! Sound Good? Alright then here goes. I’ve always said we must ask our Prospects the right questions throughout the entire sales process. You know the specific questions I’ve routinely discussed in previous tips: “What specifically do you need? Why is it important? What has stopped you from buying it in the past? How long can you go on without making this decision? What alternatives do you have? How will you feel if you don’t make a buying decision? What Value do you see in what I am offering? What concerns do you have at this time? Is there any reason we should not move forward?” Well, there is a method to my madness with all those questions…

First, Ask the Prospect for permission to ask Questions: say “If it’s OK with you I am going to ask you several Questions so that YOU can decide if this is a Good Fit!” Remember Sales/Closing is not about pressuring the prospect into a buying decision. It’s a discovery process to determine if you truly have the best Solution!

Second, understand it Builds Credibility when you let the prospect know Why you’re asking lots of questions instead of simply presenting information. You will find that people answer more freely when they Realize that you have their Best Interest in Mind and that you’re not just Pushing a “One Size Fits All” Solution!

Third, here’s the Key…Repeat the Prospect’s Answers! You can repeat the answer and ask prospect to confirm that what you heard is correct or ask a question more than once by saying; “Could you repeat your answer please I want to be sure I heard you clearly?” Repeatedly hearing their Own Answers to the right “Bold & Classy” Questions at the right Time will allow the Prospect to Close themselves!

So Remember Closing is not at all about applying Pressure or Proving Ourselves! It’s about being Bold enough to ask the questions and maintain a Classy approach as you skillfully guide Prospects through their Own Sale. Be sure your Prospects Hear their Answers… Repeatedly and They will Close … “Minus the Pressure”!

I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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Recently, a very Compassionate Woman asked me how to Overcome a Fear toward Selling that many of us, as women, experience. It’s the Fear that we are Imposing on people when Selling or Prospecting! But her Question had a slight twist because you see, there is No Cost involved with her service so … Why is it still such a big Fear?

My answer was this, “It’s not Simply about the money!” In my humble opinion we women generally do Not Feel Comfortable Asking for things in many areas of our Lives. As Women we tend to be "Givers" not "Receivers"! So if we’re not Proficient in Receiving then Asking for something can actually Feel as if we’re “Taking” something from someone and in my experience "Taking" doesn't Resonate with women at all!

Now, typically this Fear of Imposing or sensation of “Taking” surfaces when we’re asking for Money, you know Closing a Sale. We begin to question "Value" and even our Self-Worth by thinking: Does what I offer have enough Value? Or Who am I to tell other people what's important? But this Fear of Imposing can also hold us back when we’re Asking for someone's "Time" or "Endorsement" just as it did with this BH Woman. Remember, it’s not Simply about the Money! By Asking people to look at her link even though the Info was Free and then take action by forwarding it…Well, it’s still Asking! Ughhh… there’s that Feeling again: Am I Imposing? Is there enough Value to justify asking? Why should they Listen to me?

Let me help by saying this. What’s required here is an Alternative Perspective that will Change our Mind Set because that’s what allows us to Overcome Fears. Yes, even the Fear of Imposing. Here’s a New Alternative Bold and Classy Perspective.

It does Not hurt to ASK... People will either see your message and Care or Not. The people who don't care...will Simply Delete your message so No Harm Done!

Don't worry about Imposing! Most likely the people who delete it are not even going to remember that you sent them anything! A short attention span is Reality!

Now... Imagine the people who Do Care about the subject and Feel compelled to take Action by forwarding your information…they will also feel Gratitude because your hard work and research allowed them to make a difference. Oh Yeah Baby!

When the issue IS important to someone then the information really Is Appreciated! Many of Us don't have enough spare time and really do Value Information so we Thank You for Caring and we are all filled with Gratitude for your Compassion! You are Not an Imposition you are part of the Solution! Ok, How do you Feel Now?

I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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Try asking your clients why they are saying no. You might be surprised by what they tell you.



I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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Ever hear the statement that there is no stupid question before? Watch my video to learn about this topic. Don't forget to check out my Bold & Classy Selling Tips!



I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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Are you over thinking and staying in your heard during your sales process? Watch this video to learn more!



I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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Step out of your comfort zone! You don't want to cheat your clients out of your knowledge, do you? Watch this video to learn more about this topic.



I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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Have you asked your clients what the value of your product is? Do you understand what the marketplace finds valuable about your product? Knowing this information will help you gain repeat sales!



I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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Clients need to Really Hear the Answers to your Questions…More than you do! Questions, Questions, Questions…It seems I can Never Stop talking about the Importance and the Power of asking Questions throughout the Sales Process! Well…that’s because I cannot Emphasize Enough how important it is to keep asking questions until Everyone involved Really Hears the Answers… Clearly!

To be sure we are on the same page here’s a short list of questions I feel are most critical to Successful Selling:

1) What specifically does the prospect want or need?
2) Why do they “truly” feel it’s a must have for them personally?
3) Is their desire for what they want… Urgent and Important enough for them to take action?


Here’s my point. People will Not Acknowledge their need to make a Buying Decision until they’ve really heard Their Own Answers (at a minimum) to the three questions I just listed. I know from experience that Really Hearing their Own Answers to those questions is Exactly how a customer’s specific Desires are Clarified and how their personal sense of Urgency to Take Action is brought to Life! Until that happens I firmly believe you’re just dancing around the Sale!

Now what do I mean when I say the client needs to “really” hear their own answers? Ok, stay with me because this is one of those Bold & Classy Selling Philosophy Aha Moments…so here it is: The answer to “What” someone wants is usually pretty straight forward. But…“Why” they want it, I mean the real reason “Why” they want something is Not quite so Obvious. In fact the authentic answers to “Why” people want certain things are downright Elusive! To start with… the First answer someone gives you just might make perfect sense but it is Rarely the Real answer as to Why they want what they want. Plus, it gets slightly more complicated because the elusive yet Real answer is usually tucked away inside their sub-conscious mind! So Don’t overlook this proven Selling Secret: ***You must ask the “Why” question a few times*** Ask until both you and the prospect Really Hear the answers Clearly … Clearly enough… to create the urgency required to make a final buying decision!

For Example: a woman starting a home based business might tell you she wants to earn money so her family can take vacations and have a few extras. So when you ask her “What” she wants and her answer is “to make $500 a month” it’s not a surprise. Then you ask her “Why” it’s important to earn money for those extras. Her answer may be, “So the family can have more fun”. But, if you dig a little deeper by asking her to tell you more about “Why” it’s really important for to earn and contribute the money…. You may discover that she “Truly Feels” her family would be proud of her if she contributed Financially! Wow, that Answer is Powerful … and probably quite a surprise to both of you!

Yes, the Power of asking Questions Serves both you and the Decision Makers. Let me simplify a few things about asking questions and eliminate some potential stress:

Your Questions don’t need to be perfect…and the same question can be asked many different ways! Don’t stress over perfect questions just focus on real answers.

Ask for the same information more than once… Not only does it clarify the need for you…but it creates an urgency to take action within the decision makers. Be sure and ask enough Questions to ensure everyone really hears those authentic answers more than once too.

If the Questions lead to a dead end…No Worries! There’s no shortage of questions to ask and no one knows specifically what questions you intended to ask… so you can always regroup and try again! Start by saying…”I want to be sure I understand your needs clearly” and then ask whatever questions you feel are appropriate!

Last thought: How do you know when you have discovered the real answers? It’s when you hear and feel the Emotions behind the client’s words. Then you know you have gotten to the truth…an Answer the client needed to hear even more than you!

I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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Learn the numbers you need to track to improve your sales. Please post your comments below. I am looking forward to hearing from you.



I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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Many times women miss out on the sale by being to “Chatty” because the prospect cannot process the information fast enough to keep up. Watch this video to learn more about this topic.



I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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Ever been fooled by a prospect that agrees with everything you say but then does not buy? We like it when the prospect appears enthusiastic and agrees with us.

Beware; prospects who do not voice objections are not really engaged in the process.

We are easily fooled into thinking it's a "slam dunk" when the prospects smiles, nods, agrees with us. Caution; sales are rarely made to a prospect without questions, concerns, or objections. Typically the sales person is caught off guard and cannot recover…resulting in no sale!

Hunt for objections early in the process.

Hunt for objections; ask: "What are your questions or concerns"?

Still hunting; ask: "How do you see this product solving your needs"? "What specific features or benefits do you like the most"? or "Is there anything lacking"?

Silence is effective…. Let the prospect sit in silence after they answer questions. They will feel compelled to speak. That is when you will discover the real objections or concerns and the sales process can begin.

Get excited and Hunt for Objections early in the process! Remember, until you find one… you are not in the game. Embrace Objections, they confirm the prospect is actively thinking about buying! Restate, Clarify then Answer Objections! Then present product features and benefits as the solution! OBJECTIONS = SALES!

I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

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Are you nurturing and enabling your prospect? Stop making your prospect feel so comfortable. Check out this Bold and Classy Selling Tip.



I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

Click Here to join!