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 The News:


pen paper and inkwell


cat break through


Being Politically Correct When Selling Can Cost You Sales

In our culture it is basically un-American for a prospective... Read More

Sales As A Positive Experience

No matter what your age or stage in life, some... Read More

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits... Read More

Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend... Read More

Keep Sales Simple

For those of us working in the exciting world of... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

The 12 Dumbest Things Salespeople Do

We all make mistakes and some salespeople seem to make... Read More

Increase Your Sales in 5 Minutes

Increase your sales-in five minutes. This article is the third... Read More

Follow-Up Marketing: How to Win More Sales with Less Effort

A study done by the Association of Sales Executives revealed... Read More

Cross-selling for Increased Sales, Profits, and Customer Satisfaction

Cross-selling - the art of selling for non-salespeopleCross-selling is the... Read More

Seven Keys To Closing More Sales During The Second Half Of 2006

It's not too early to start planning for the sales... Read More

Boost Your Selling Power With Your Call-To-Action Phrases

Look at your marketing material. Now, is there something missing?... Read More

The 7 Deaths of a Salesman

In sales, you can work one of two ways. You... Read More

Three Fast, Short, Simple Ways to Escalate Your Sales

1. Sell an inexpensive product to sell an expensive product.... Read More

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales... Read More

The Rock and Ripple Effect: 3 Ways to Splash to Sales Success

Imagine you've just thrown a rock into a pond. SPLASH!... Read More

Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're... Read More

Jump Start Your Sales In 10 Quick Steps

1. Combine a product and service together in a package... Read More

Closing The Sale

Several weeks ago I asked my Newsletter subscribers to send... Read More

Knowledge is Power in Auto Detailing Sales

The most important thing for an auto detailer to do... Read More

The ?Finding Common Ground? Sales Technique, Is A Myth!

Almost every book, manual, workshop or tape series teaching selling... Read More

Increase Sales By Flying Under Your Prospects Radar Defenses

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

Knowing Your Customers; Closing the Sale

Just because your business is based in your home that... Read More

Customers - Always be Focused on Them

I was looking at some promotional literature and web sites... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More

Make Your Referrals Count

Just because we receive a referral, it doesn't mean that... Read More

You Dont Need Health Insurance!

Seems almost every situation in our lives is centered on... Read More

10 Power-Packed Ways To Spark Your Sales

1. Spend money on targeted advertising instead of mass media... Read More

How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?

In the 1990's we lived on a farm in Iowa.... Read More

How to Maximize Sales by Minimizing Windshield Time

During the late 1980's I was a field sales representative... Read More

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young... Read More