Uncovering and overcoming sales objections challenges you intellectually and emotionally. It requires that you know not only your product, but yourself and your prospect as well.You must combine technique with honesty and conviction to get the prospect to resolve any lingering doubt or conflict.
I advocate that sales people learn how to handle objections. Now, most sales mentors will get you to go over the common objections for your product or those that come up most often in your industry and that is better than doing nothing. However, I think it is far better to train your mind to generate responses to objections. That’s the “think on your feet” term that you often hear mentioned in relation to good sales people and it can be learned.
Having the right attitude not only stops you from doing the wrong thing but it sets you up to respond to an objection. You should feel quite happy about getting objections because the only bad objection is the one that does not get raised. As a sales person your job is getting those objections out in the open so they can be dealt with and you need to be confident that you can deal with them. In fact, your confidence needs to exceed their doubt or they will not buy.
Before you can go anywhere with an objection it’s vitally important that you really understand the objection. Often during your questioning to clarify the objection the customer will have a revelation as well. So, after you have listened to their objection without interrupting, fed the objection back to them and qualified the objection as a true objection you need to ask question for clarification. And you keep asking question until you get it.
Now, you are ready to answer the objection. Let me give you one way of overcoming sales objections. Professional sales people avoid the use of “but”. This article is too short to go into reasons, trust me, it’s not a good approach. So, in responding to people as a salesperson replace “but” with “and’, and use the agreement frame, which would go something like this. “I appreciate that our product only has twelve months warranty and I was wondering if you knew that our product has the lowest service costs in the industry because it has less moving parts and that this also contributes to it’s longevity?”
Of course there is much more information on how to handle sales objections available at my website.
Greg has been a successful salesperson for 23 years and there is lots of extra information on Overcoming Sales Objections and Sales Objections at his website. Maybe you should take a look there now.
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