One of the biggest problems for many business owners is the ability to overcome objections. In fact, for many, this skill could be the difference between succeeding and going back to being an employee. Since none of us want to do that, we need to hone our sales writing skills and our in person skills. This article will discuss the in person skills.
Objections stop sales. Period. The customer says, "No". Listen to the objection. For example, the customer says, "It's too expensive". Don't walk away or hang up, listen. Do they really think it is or is this just a knee jerk response. Is he/she trying to buy time, make up their mind. Tell them about the product, benefits to them, how it can help their business. Listen to your customer. Let them finish before immediately jumping in and responding.
Don't over-react by interrupting while they are speaking. First of all, you cut them off, which upsets them, and secondly you appear as if you are dying for the sale.
Let the customer finish speaking. Be empathetic. Show you understand the concern and then deal with the objection. If it's price, agree, that while it might seem high it's not when you consider how the product or services saves time, helps them cut costs, helps expand their business and so on.
Look for solutions. Ask for less. Many times a customer will say they are happy with the person they are doing business with. In fact, it might be a family member or a relative. Hard to argue against. See if you can get part of it. Say, that's fine. Tell them you just want them to give you a chance to show them what you can do for them. Point out it is always better to have more than one company supplying a product or service. A good example for this area is when the seller is already with a Realtor, or is adamant about selling it his/her self. Point out that your consulting with them, or working with them, just gives them another avenue to help them move their property. Remember, it's never a good idea to knock the competition.
Concede the point. Sometimes you won't be able to contest the objection. In that case, go around it. For example, Yes, they are a good publisher, they do good work at a good price. I'm good too, I can get you what you need faster for the same price. Let me prove it to you.
Give in. Sometimes an objection can't be overcome. But unless it's a one-time sale, you're looking to build a long-term relationship. Understand that the client isn't currently in a position to make a purchase or that your service doesn't match their present needs. Let the customer know you'd like to help them in the future and stay in touch. Again, for those in Lease Purchasing, remember sometimes you can't be a part of a deal, this is where following up with a brochure or seeing if a consultation is possible, may work.
After addressing an objection, always finish by asking "Does that answer your concern? This does two things: One, it lets you know whether you've satisfactorily answered the objection. If you haven't and don't ask, the person may have decided to forget the sale. Two, it moves the process along. You've finished with the objection, and you're ready to move on from there.
Sometimes it helps to personalize the benefits for a particular customer, so know your stuff. This shows your client you know their needs, and again stress the benefits to them. Remember, you need to think like your customer.
Some additional tips when dealing with objections.
Always ask the customer to explain the objection in more detail. In the explanation you may find an answer to that objection.
Stress what the client likes. If an objection comes during the closing - for example delivery - go over the quality, price or other things the customer likes. This give them a positive feeling about the product/service and the objection is less important.
Compromises. Price is negotiable. If objections are other than price, make them negotiable too. For example, if the objection is service, offer other ways they can reach you, a private number, as opposed to your office number.
However, remember sometimes a client is going to be unreasonable. They want you to cut your prices too much, want more than you can give, or you don't have a good feel about the person or for the deal. In that case, walk away. Be professional, thank the individual for their time, but walk.
If you need additional help in this area, check out our Expert Tape Series at:
http://www.homebusinesssolutions.c
om/products/products.htm
Copyright 2000, DeFiore Enterprises
Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our "how to" Home Business Solutions Digest, it's like having your own personal coach: mailto:subscribeHBS@homebusinesssolutions.co
![]() |
|
![]() |
|
![]() |
|
![]() |
Marketing is a skill. Once you master it, you can... Read More
Some years ago I read and interesting story that illustrated... Read More
How well do you handle objections?The fact is, most people... Read More
Did you know that there are specific psychological triggers you... Read More
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST.... Read More
Your mission as a business owner is to develop a... Read More
Most salespeople are under the false belief that the lower... Read More
I have to admit, I have an 'addiction'.Sometimes this addiction... Read More
So -- you've just gotten off of the phone with... Read More
It's the prospect. If stalls and objections frequently come up... Read More
The next time you're shopping for clothes in a department... Read More
Have you ever started something and not completed it? Or... Read More
Implement these smart sales marketing secrets and you'll be capable... Read More
"There are three kinds of salespeople; those who make things... Read More
Yes, you heard me right; I said "Date your clients!"... Read More
I sit down and look at my notebook. Then, I... Read More
How did you do this past year on your sales... Read More
Q & AQ. Sometimes when I'm presenting to clients, I... Read More
A lot is written and talked about in regard to... Read More
There's an old saying, "Don't air your dirty laundry".If you're... Read More
If you're a business person you want to sell your... Read More
Training your salespeople to not waste time working unqualified accounts,... Read More
Most people don't realize how powerful a negotiating tool silence... Read More
Emotion and reason mix very well together to make excellent... Read More
Just because your business is based in your home that... Read More
Cross-selling - the art of selling for non-salespeopleCross-selling is the... Read More
There are always some great, fast and easy ways to... Read More
The following 7 sales skills are what I have found... Read More
As business owners we all know that in a ideal... Read More
As a trainer, you will be able to see a... Read More
Sales marketing online is an art that you must keep... Read More
There is no magic pill, trick, teqnique, system or secret... Read More
When I researched the field of using personality inventories to... Read More
1. Add a no-fee interactive game to your web site.... Read More
You've got yourself 10 seconds to HOOK your prospects or... Read More
You've probably heard people speaking about someone that he was... Read More
We all make mistakes and some salespeople seem to make... Read More
Customers will ask you a question and you'll proceed to... Read More
Prospecting for future customers can be fun if you approach... Read More
Step 1: Get Ready - Create a foundation you can... Read More
Solving people's and organization's problems is ultimately what business is... Read More
A lot of energy is expended within selling organizations as... Read More
When five years ago I was faced with having to... Read More
The telephone is still the best and most effective way... Read More
Prospect - "So now that I've told you what we... Read More
1. They talk instead of LISTEN. Too many salespeople monopolize... Read More
A "Call To Action" is an invitation for your prospective... Read More
Sales marketing online is an art that you must keep... Read More
First and foremost are you thinking Strategically? "Do you have... Read More
Just because your business is based in your home that... Read More
I'll be brief. If not ? I'll negate my own... Read More
"Leadership rests not only on outstanding ability. It also rests... Read More
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
Are you tired of excuses? Looking for a persuasion technique... Read More
My silent fish tank was no more. Enough water had... Read More
Ever thought to yourself, "If only my team members would... Read More
1. Determine your current situation. How are you currently positioned... Read More
Would you like to multiply your web site sales? Or... Read More
Some years ago I read and interesting story that illustrated... Read More
Here are 4 easy ways you can boost your sales... Read More
Do you find yourself making these kinds of assumptions?- "I... Read More
Friends buy from friends. Why? Because people trust that their... Read More
In sales, you can work one of two ways. You... Read More
Looking for a way to handle rejection?Edward W. Smith, motivational... Read More
It's the prospect. If stalls and objections frequently come up... Read More
Just because we receive a referral, it doesn't mean that... Read More
Sales Training |