Do You Know the Emotion Behind the Objection?

Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from you, ask yourself the following questions.

1. Does the buyer feel neglected?
This is a prime danger of taking regular customers for granted. You could well walk in expecting a sure-thing order only to find that your customer isn't sure he or she wants to deal with you anymore. Why not?

The buyer may feel that the amount of steady business that his or her company has provided merits more of your time and attention then you've been giving lately.

The buyer may feel that his or her job depends on dealing with a supplier who can be trusted to deliver what was ordered when it's supposed to be delivered., who will still be available after the order is signed.

If you've determined that neglect is the emotion behind the buyer's objection, the best thing to do would be to let the customer get all those feelings outside in the open. Once the buyer has made you aware of your shortcomings, he or she may still give you the order-once promised to do better in the future.

2. Does the buyer feel that you're not showing enough respect?
To some buyers, salespeople who just "drop by" are telling them that they aren't important enough for an actual appointment.

Make sure you show respect for your customers' time-especially in the initial stages of developing an account-by taking the time to set up an appointment for your call. Later, customers may indicate that its okay to stop by any time you have a useful idea to share with them.

3. Is the buyer afraid of doing something new?
Fear of taking a new course of action is a common emotion. Staying with a known product or service is a secure investment.

When this fear is the emotion behind the objection, you must show the buyer-tactfully, of course-that not trying new methods or products eliminates the possibility of benefiting from them. Especially if the buyer has been burned before by a new-and-improved product that turned out to be neither, you may have to prove that your product or service will really do what you've said it will, that its value is worth its cost.

4. Is the buyer afraid of abandoning the old?
Closely related to the fear of taking a new course of action is the fear of abandoning an existing one-especially one that represents a major start-up investment-even if its proving unsatisfactory. A company that has already made a significant investment in its existing program will probably be hesitant about dropping a similar sum on a totally different alternative.

If you realize that the prospect is not going to abandon what it has, you still don't have to abandon the company as a client. Look for ways that your product or service can help solve some of the problems created by the existing system. But take care not to sound too critical of what could be the buyers ( or someone in top management's ) pet idea. Don't tell the prospect to dump the existing product and switch to yours. Instead, explain that you are aware of the problems and that if the prospect will allow you to explain your alternatives, you'll be able to show how your product or service can help them correct them.

Making an honest attempt to understand the emotions behind sales objections helps you to position your product or service in a way that makes it easier for your prospect to say "yes".

Neil Greenberg is a sales maanger with a DC based e-commerce company. http://salessherpa.blogspot.com/

---

Need A Sales Boost ? Try These!

The telephone is still the best and most effective way... Read More

How to Reduce Sales Resistance

Sales resistance is a fact of life for most sales... Read More

Four Ways To Increase Your Sales Fast... In 2-4 Weeks?

You built a very good web site...You have a great... Read More

How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the... Read More

Ten Ways to Super Charge Your Sales

1. Add a no-fee interactive game to your web site.... Read More

Increase Your Sales in 5 Minutes

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

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!

Yes, it's true. Saying "No" is a great way of... Read More

Keep Sales Simple

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

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

How to Spellbind Your Prospects in 10 Seconds!

You've got yourself 10 seconds to HOOK your prospects or... Read More

Seven Critical Qualifying Questions

Training your salespeople to not waste time working unqualified accounts,... Read More

Objections Are Buying Signals? Usually!

How well do you handle objections?The fact is, most people... Read More

Hello! I Cant Sell!

What's that you say? You can't sell?Oh, you must be... Read More

3 Tips to Get Clients Now

"I need more clients!" wails Steve, a 32 year old... Read More

Top 5 Characteristics of Great Salespeople

I am a big believer that great salespeople generally realize... Read More

How to Maximize Sales by Minimizing Windshield Time

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

Is the Sales Funnel Dead?

Think about it. If only it was as easy as... Read More

Being Politically Correct When Selling Can Cost You Sales

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

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective... Read More

Want to Make More Money? Fish in a Bigger Pond!

Setting prices is a dilemma most service business owners encounter... Read More

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More

Build Rapport by Mirroring

Traditionally, salespeople look for something in the office that begs... Read More

Get Leverage & Increase Your Sales Results Immediately!

Have you ever started something and not completed it? Or... Read More

Getting People to Buy Without Selling

In my youth I landed a job selling encyclopedias door... 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

10 Great Ways To Generate More Sales

1. Negotiate with e-zine publishers to get free or discounted... Read More

Do You Fold Like A Taco?

Have you ever eaten a soft taco? The shell isn't... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not.... Read More

Theres a Referral for Everyone

I worked for years as a mortgage loan officer. During... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software... Read More

Increase Sales - Overcoming Barriers

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