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10 Ways to Handle Objections Effectively

Objections can be the most difficult part of the working day for any sales person. This is especially the case if they are viewed as an obstacle rather than an opening. Here are some useful suggestions on how to handle objections effectively.

  1. Always try and ANTICIPATE objections in your presentation and COUNTER-OBJECT before the prospect gets the chance to use them. Too many sales people wait until objections come along. This makes more hard work that is often not necessary with efficient script planning.
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  3.  Never rush your response to an objection. STOP and REFLECT. Show the customer you are listening! Sales people often respond too quickly in these situations. This will often create friction with the client which could also be avoided.
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  5.  Repeat the objection back to the customer. This will buy you time and it will also show that you are interested in what they have to say. It’s a good idea to say the same thing but with slightly different wording. It just sounds a bit more natural and less construed.
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  7.  Remember that objections are often a “BUYING SIGNAL” because the customer is questioning your offer. If they had no interest, why would they still be talking to you? Watch out for an objection that is followed by another question! This is another sign that the customer is interested even though their “tone” may not make it that obvious.
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  9.  Ask the customer if they are interested if you think that their objection is just a SMOKESCREEN. Smokescreen objections can be a real time waster for sales people and unfortunately even the more seasoned professionals can fall into this trap. Some clients can feel overpowered by a confident sales person and there only escape is to create a “false objection” A simple way to eradicate this type of problem is by further probing in order to make sure that the objection is genuine.
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  11.  Remember that statistically speaking 3 OBJECTIONS are needed before a person will buy. How many sales people give up after the first or second objection without realizing that this person would have bought if they had persisted a little more? This can be particularly the case when a sales person is experiencing a “Bad Patch”
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  13.  Objections are part and parcel of the Sales Process. Don’t let them stop you from reaching your goals. Yes it’s true that objections can be a form of unwelcome distraction but the true professional doesn’t let them ever get in the way of end goals.
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  15.  LISTEN carefully to objections. They often hold valuable clues about the client’s needs and PAIN. An objection can often reveal important information that is often worth noting because even if the customer doesn’t buy on this occasion you may know what buttons to press the next time you speak to them.
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  17.  The better you explain your offer, the less objections you will hear! It’s important to articulate your presentation in a way that the prospect clearly understands what you’re on about. This will help to avoid objections that arise from not clearly understanding what you have said.
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  19.  Wouldn’t selling be boring if people never objected? This may appear strange at first but I actually think some customers enjoy the “bartering element” of buying and sales people should be fully aware of this. In my career I’ve often been congratulated for my persistence. I sometimes imagined that the client hated me by the time we were closing the deal. The reality was often very different in that they actually complimented my stamina and will to overcome all the obstacles that stood in the way.
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Remember that attitude plays a huge part when handling objections. It’s never about winning a battle of minds. “Think solution and use an agreeing tone rather than a contrasting one!”

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How To Overcome The Objection – I Want To Think About It

I guarantee one of your worst feared objections is “I want to think about it” isn’t it?

Why do all sales people fear the “I want to think about it” objection?
Because it isn’t really an objection is it? Or is it? They haven’t really said “No” have they? They haven’t really said “Yes” either have they? So the weak sales rep can breathe a sigh of relief and believe the client will definitely get back to them with a yes tomorrow and the so called experienced rep will make the excuse that it wasn’t really an objection so there was nothing they could have done to overcome it. While the Professional Closer goes to work and starts to find out exactly what it is the clients want to think about. Which ever one you are, let’s look at this “objection” in the latter tense, as Professional Closers; after all if you didn’t want to become a Professional Closer you wouldn’t be reading this would you? So what can you do in this situation?
Firstly we have to look at the reasons why people say “We want to think about it”
The first and most common reason you will get the: “I want to think about it” objection is that you gave them too much information to think about! An old sales trainer and excellent motivator of mine was always saying “If the cow doesn’t moo, don’t feed it” What he was saying in an essence was, only give them the information they ask for. There is no point in telling them how efficient the air conditioning is on this particular model of car if they live somewhere where it snows for 6 month a year. They will be more sold on the amazing traction the electronic 4X4 system gives them when driving on snow and the fact that by pointing the key through the kitchen window and pressing a button while they’re finishing their morning coffee, the seats heat up and the all windows de-mist automatically.
Do you get the idea? You can always add the air conditioning in as an additional benefit for when they drive down south for their summer holidays while they’re signing the purchase agreement. The other main and obvious reason you will get “I want to think about it” is you haven’t sold them yet.
At this point you need to revert to A.C.O. (See: Overcome any objection with This tried and tested three step formulaAgree with them: “I fully understand John and Mary, if I was in your shoes I’d want to think about the payment options and whether I could afford the additional monthly outgoing.” Confirm: “Is that what you want to think about?” If that is not their reason you need to keep asking with one option at a time until you have isolated it down to the real objection.
Now you just get back into Overcoming the real objection and closing the deal!
So to recap: “I want to think about it” really means, you’ve given me too much information and I’m confused. Or, I don’t have enough of the relevant information so I’m not sold yet.
By keeping it simple and only feeding the cow when it moo’s, you will always be dealing with: “I don’t have enough information yet” It’s always easier to add the benefits of your product bit by bit than take something away once you’ve given them everything up front.
The lesson this week is: “Don’t feed the cow till it moos!”

 


 

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