Objections are Indicators
Objections are Indicators that lead us step by step toward closing the sale. Objections indicate interest. There are no sales without objections. The fact is, if there are no objections, there is no interest. If there is no interest, there will be no sale.
As you may already know, one of the most powerful ways to eliminate objections is to present testimonial letters from satisfied customers who shared the objection at one time. A sweetheart letter answering a customer’s major concern is a potent way to demolish the objection forever.
Aside from using testimonials, another way to deal with objections is for us to take the objection and interpret it as a question. Treat it as a request for more information. Recognize an objection is a natural customer response to any offering where there is some risk of purchasing. When the prospect says, “It costs too much,” we may respond by saying. “That’s a great question. Why does it cost more than you’re expected to pay?” You then go on to answer the question you have posed.
Another way to deal with an objection is to treat it as if the customer is asking us for a reason to eliminate the objection. If the customer says, “I can’t afford it,” we can imagine the customer is really saying, “Show me how I can justify spending this amount of money.”
Above all, make it easy to object. Most customers do not want to get into an argument or a debate with us over our product or service. They will be reluctant to object for fear we will become upset or adamant. For this reason we must make it easy for the customer to object by responding in a cheerful, friendly, constructive way when they do.
When we get an objection, hear it out completely. Do not assume we know what the prospect, is going to say. Often the prospect will begin with an objection we have heard before, but then they will add their own particular concern or problem at the end. Be patient. Practice your listening skills. Pause before replying. We should only question for clarification.
Determine whether the customer’s response is an objection or a condition. An objection is something we can answer. It is a problem for which there is a solution. It is an obstacle that can be removed on the way to making the sale. A condition, however, is a genuine reason for not going ahead. If a person has no money, this is a condition that renders buying impossible.
Objections are a standard and predictable part of any sales conversation. We have all had previous experiences with products and services that were disappointing. We do not want to have those experiences again. Our job is to be patient, polite, and positive, asking good questions and listening intently to the answers. If we are courteous and persistent, eventually the prospect will tell us why they might be hesitating and give us an opportunity to answer their question and close the sale.
“Remember, Success is always Within Reach
#entrepreneur #Business #terryogburn #Business Development #business developments #business coach #Business Sales
As you may already know, one of the most powerful ways to eliminate objections is to present testimonial letters from satisfied customers who shared the objection at one time. A sweetheart letter answering a customer’s major concern is a potent way to demolish the objection forever.
Aside from using testimonials, another way to deal with objections is for us to take the objection and interpret it as a question. Treat it as a request for more information. Recognize an objection is a natural customer response to any offering where there is some risk of purchasing. When the prospect says, “It costs too much,” we may respond by saying. “That’s a great question. Why does it cost more than you’re expected to pay?” You then go on to answer the question you have posed.
Another way to deal with an objection is to treat it as if the customer is asking us for a reason to eliminate the objection. If the customer says, “I can’t afford it,” we can imagine the customer is really saying, “Show me how I can justify spending this amount of money.”
Above all, make it easy to object. Most customers do not want to get into an argument or a debate with us over our product or service. They will be reluctant to object for fear we will become upset or adamant. For this reason we must make it easy for the customer to object by responding in a cheerful, friendly, constructive way when they do.
When we get an objection, hear it out completely. Do not assume we know what the prospect, is going to say. Often the prospect will begin with an objection we have heard before, but then they will add their own particular concern or problem at the end. Be patient. Practice your listening skills. Pause before replying. We should only question for clarification.
Determine whether the customer’s response is an objection or a condition. An objection is something we can answer. It is a problem for which there is a solution. It is an obstacle that can be removed on the way to making the sale. A condition, however, is a genuine reason for not going ahead. If a person has no money, this is a condition that renders buying impossible.
Objections are a standard and predictable part of any sales conversation. We have all had previous experiences with products and services that were disappointing. We do not want to have those experiences again. Our job is to be patient, polite, and positive, asking good questions and listening intently to the answers. If we are courteous and persistent, eventually the prospect will tell us why they might be hesitating and give us an opportunity to answer their question and close the sale.
“Remember, Success is always Within Reach
#entrepreneur #Business #terryogburn #Business Development #business developments #business coach #Business Sales