My wife is a great cook. When she makes one of her specialty cakes from scratch it is a wonderful dining event.
My Cake:
I tried to make a box cake. How I did it is I put all the ingredients in a mixing bowl and started to stir it. But somehow I ended up with a real mess that I threw out in frustration.
What I learned the hard way was with certain recipes you need to mix part of the ingredients first separately from the other ingredients. Then you mix them together. If you don’t do it in a certain way and in a specific order you end up with problems.
The same is true with customer’s objections.
Here is the recipe for overcoming customer’s objections.
- Listen to the complete objection – I have witnessed too many salespeople start listening to the customer’s objection. Then before the customer finished the salesperson enthusiastically jumped in and started to overcome the objection. Unfortunately, the salesperson read the customer’s mind wrong and overcame the wrong objection, and didn’t make the sale. I suggest you not interrupt the customer when they are voicing an objection. I even like to have a brief pause when they are done talking to make sure they didn’t just take a breath and we’re going to continue.
- Restate the objection – Rephrase the objection back to them in your own words. This lets you both know that you got it.
- Tell them you understand and ask if they have any other concerns – Don’t be afraid to ask for more. Get them all out now so you can resolve them.
- Overcome the objection – How do you do this? That is the next session. I’ll show you how to overcome 90%+ of all objections.
Use this approach and watch your closing skills soar.
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