How to Handle 0BJECTIONS
Objections occur in most parts of selling from prospecting through to servicing members of our TEAM who may be discouraged. Most commonly, these occur in the approach and the close. However, the general techniques to be discussed apply to objections wherever they appear in the sales process.
Successful sales people have long regarded objections as an opportunity in selling, rather than an obstacle for a number of fundamental reasons.
- They show that the prospect is thinking
- His comments give an indication of what or how he is thinking
This is certainly preferable to a prospect that says nothing, as there is no way of knowing what he is thinking.
Objections can occur for many reasons but a common cause is that an earlier part of the sales process has not been completed satisfactorily. For example, if the objection "I'm not interested" is received in the approach, it may mean that your prospecting has been incomplete and you are not talking to a real prospect at all.
An objection in the presentation might mean that part of the presentation is confusing or perhaps is incomplete. Objections to buying might be the result of the relationship developed during the presentation or the use of an inappropriate closing technique. Whatever the cause, good sales people welcome objections and use them to build towards sales.
There are several general tips, which apply to the handling of all objections. These can be used as the underlying support for your specific answers to objections. They are:
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- Be sincere |
Sincerity can be "felt" by those you deal with and helps create trust, enthusiasm and confidence. |
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- Speak with authority |
Authority comes from knowledge and experience, which give you credibility and the self-confidence of a professional. Experience will come with time but knowledge can be acquired and you owe it to yourself to undertake personal development. |
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- Avoid conflict |
You will frequently have opinions, which are at variance with the prospects you meet but this should have little to do with the job you're aiming to do. The prospect is entitled to have his opinion as you are yours and an argument will not help you sell. Acknowledge his point of view and remember that you might "win the argument but lose the sale". |
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- Anticipate objections |
In time, you will be able to anticipate common objections and build appropriate information into your sales story to satisfy them. Our System Of Success Presentation covers all 3 categories “no need”, “no money” and “no hurry.” If the objection is raised earlier than anticipated, you will be coming to that soon or if it hasn't been raised by the time you've planned to cover it, you have the choice of raising or omitting it. For simplicity, omission is often the best course. |
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- Build a new concept |
Rather than attempting to destroy existing concepts the prospect may have, build the exciting modern concept of networking. It is better to recognise that the feeling exists and say, "That's why we selected a company that overcomes most of the objections people have towards networking. You’ll be interested to see the comparison". |
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- Relate a story |
Telling a story about networking at work gets the prospect to see the real reason for contemplating such action - the provision of money at a time when it's needed most. |
With these general tips in mind and the 10 “Knocker Shockers” you can satisfy the prospects specific objections
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