Boost Your Sales With These Proven Responses

When five years ago I was faced with having to sell my services for the first time I was terrified. I hated asking for the sale. I dreaded the part where my potential clients inevitably came up with objections why they couldn't use my services.

I've since learned that lack of objections is not necessarily a good thing. In fact, I now welcome it when prospects tell me "why they can't".

Frankly, when a potential client shares his reasons why he or she hesitates to take advantage of my offer, to me it's a sign of two things; one ? they are interested in my services, and two ? I'm getting closer to closing the deal.

But many professionals find "overcoming" objections and "closing" the deal stressful, unpleasant and "pushy". If that's you I want to share with you two lessons that helped me develop a different mindset around this.

First, a "no" doesn't always mean "no". Mostly it simply "not now" or "I don't have enough information to say yes."

Second, you can't "overcome" your prospect's objections ? but you can give them information and tools that allow them to make a new decision.

If you too experience anxiety around "closing sales" here are my favorite responses to the top five objections your prospective clients are likely to raise.

OBJECTION #1: I HAVE TO THINK ABOUT IT

--> "I don't blame you. Hiring a can be a big decision. Can you share with me what specific aspect of my services you are concerned about?"

--> "Yes, I can see how this can be a big decision. You know I found that typically my clients are initially concerned with one of the three things: is the problem important enough to solve it now, is this the right solution for your situation, can you afford the solution? Which one of those concerns you the most?"

--> "Hmmm... I see. Let me ask you? Let's say we get started on this project ? what are the downsides?"

OBJECTION #2: I HAVE TO TALK TO MY PARTNER ABOUT IT

--> "Great. What kinds of questions do you think they might they ask?"

--> "Good idea. I always discuss decisions like this with my partner (or spouse). But let me ask you a question ? what will you do when your partner doesn't like the idea of us moving forward with this?"

OBJECTION #3: IT'S TOO EXPENSIVE

--> "Expensive comparing to what?"

--> "Yes, it's a sold investment. I tell you what - I know this is only worthwhile if you produce solid results, right? What's the one result you would want to be absolutely sure we could produce in the next that would have you really happy you hired me? ? Great- why don't we make this our top priority and get started right away?"

--> "Not really. How does this price compare to what it's costing you to do nothing about this problem?"

--> "Frankly, that's exactly why you need me."

OBJECTION #4: I SHOULD BE ABLE TO DO IT ON MY OWN

--> "Hmmmm?how long have you been dealing with this issue? If you haven't solved it on your own so far what makes you think you can do it now?"

--> "Yes, I suppose you could. But let me ask you something ? when was the last time you saw (heard) of a heart surgeon performing an open heart surgery on himself?

--> "With all the respect?I must disagree. If you thought you could solve this problem on your own we wouldn't be talking right now. Tell me, how would things be different if you could rely on an unbiased opinion to give you a fresh perspective of this problem?"

OBJECTION #5: I DON'T HAVE THE TIME RIGHT NOW

--> "Yes, it will take some time to address this issue. How much more time per week could you devote to other, revenue-generating activities if you could eliminate dealing with this problem on ongoing bases?

--> "That's funny; you just told me it takes you 10 hours a week to deal with this problem ? wouldn't it make sense to hire someone like myself and solve it so that you can use your time on more productive tasks?"

--> "Wow, if you are that busy and you are still not getting the results you want perhaps it would make sense to start the project by helping you better prioritize your activities and leverage your time more effectively?"

These are only a few examples of responses I found helpful in getting to a "yes" in negotiating a sale. Rather than trying to memorize those specific sentences learn the underlying concept.

On objection is a cover for a deeper concern. By voicing it your prospect gives you an opportunity to address it and provide information to eliminate it. So quit trying to prove your point and instead ask thought provoking questions. I think you will be pleasantly surprised by the outcomes ;-)

(c) 2004 Adam M. Urbanski

ABOUT THE AUTHOR

The Author, Adam Urbanski, a Marketing Mentor, helps Service Professionals and Small Business Owners attract more clients. For more free tutorial articles, hot how-to tips and a FREE 32-page marketing guide go to http://www.themarketingmentors.com

---

In Sales The Biggest Rolodex Wins

How many names do you have in your business Rolodex?... Read More

Mortgage Leads Are Like a Box of Chocolates

Mortgage leads are like a box of chocolates, you never... Read More

Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales

If you knew a few sure fire ideas that have... Read More

5 Powerful Tips To Persuasion!

Having excellent persuasion skills is one of the most important... Read More

Increase Sales By Flying Under Your Prospects Radar Defenses

How do you persuade someone to do what you want... Read More

Invite Questions to Boost Your Sales

Do you invite your prospective customers to ask questions ...or... Read More

The Art And Science of Closing - How To Close More Sales Right Now

One of the questions I often get asked as a... Read More

How To Attract Buyers Using The Right Sales Terminology

It is always important that you use the right terms... Read More

Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in... Read More

Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.

Implement these smart sales marketing secrets and you'll be capable... Read More

Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales

A lot is written and talked about in regard to... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live... Read More

11 Secrets to Leadership in Sales

In his classic book, "Think and Grow Rich", Napoleon Hill... Read More

How to Sell to the Devils Advocate

There is a car commercial running were a husband is... Read More

Turning Sales Techniques Into Sales Success!

The goal of all sales training is not just to... Read More

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't... Read More

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go... Read More

22 Closes For Real Estate Agents To Make The Sale

All closes are not created equal. Top producers realize every... Read More

Business Appointment Success or Failure

One of the quickest ways to loose a sale is... Read More

Youre Hired... I Think

I'm not a fan of "The Donald" and I had... Read More

The Reason Why They Buy

If you're a business person you want to sell your... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

Eliminating Objections to Increase Sales

You want to increase the flow of sales revenue, but... Read More

Say What?!? Sales is a Profession?

What exactly is the sales profession? Without a common dialogue... Read More

How Do You Use Your Sales Commissions?

What do you do when you have a big sales... Read More

How Salespeople Can Create Immediate Believability And Credibility

It pays to be specific. I believe that statement is... Read More

5 Small Steps To Ultimate Sales Success

"Selling worth doing is worth doing badly ? at first!"... Read More

Boost Buyer Confidence By Assuming The Sale

I saw something in town the other day that just... Read More

How To Give Your Sales Job A Strategic Tune-up

In happens every year in June.Six months down and six... Read More

5 Ways to Increase Business Sales by Contacting Your Existing Customers

One of the best ways to increase your sales and... Read More

What Does It Take To WIN A Sale?

What to do when you win or lose.You have given... Read More

Increase Your Selling Confidence

1. Be on time. In fact, arrive a few minutes... Read More