Handling Objections

HANDLING OBJECTIONS

Sales presentation is not always going to be plain sailing. You must expect objections. The important thing is to know this and be prepared to deal with them. Welcome them as sign of interest which can be turned to your advantage.

Most of the objections we come across will arise from

1. The Customer having insufficient information.
2. The Customer's particular circumstances.
3. Opinion of friends and relatives.
4. Price and running cost.
5. Colour, size, and style.
6. Procrastination.

Never avoid or argue an objections. To Customers it is a valid point that they raised and they will expect it to be dealt with a courteous and helpful manner. Don't get into argument because that will antagonise your customer and destroy your relationship. Do answer their objections as fully as necessary before continuing your presentation. Expect objections to be raised. If you do them they will not come as a surprise and you will be prepared to handle them. Over come objections using facts and demonstrations.

1. Listen to objections.
2. Repeat the objections.
3. Restate the objections with emphasis.

If you listen carefully to customer's objection you will avoid any misunderstanding, and if you repeat it to the customer it will show you have fully understood what they said. This implies that you are concerned with their problem. When you restate their objection with emphasis this tends to diminish the objection while getting agreement that there is nothing which is worrying them and you can use your knowledge and understanding to overcome the problem.

People object because they are unsure that what you are offering is really going to satisfy their problem. They are objecting because they need more information. So you have to build a trust before you can do anything. So start to build a relationship and break the barriers between you and the customer. Once you do that customer will feel comfortable to do business with you.

There are many kinds of objections

1. I am happier with my current provider.
2. I am not interested.
3. Ring me after few weeks.
4. Send me more information.
5. I don't need it.

The list is endless.

You should write down all the common ones you experience in your every day life. By doing so you will be able to pin point the major objections to your products or services and act on the answers accordingly.

If the Customer says "I will have to think about it"

Say to the Customer
I can appreciate that you would like to think it over, what it says to me is that you are interested. I just want to make sure whether I have explained everything properly. Would you mind telling me which particular aspect you would like to think about.

When a customer objects He or She is really saying I am interested or I need help.

If the Customer says "I can't afford it"

Say to the customer
I do understand what you mean. We can sit together and find a solution that may suit your budget. If the customer does not want to sit down with you, he is having you on or genuinely not prepared to commit himself due to financial situations. Ask Questions to deal with Objections.

Winston Saga is one of the world's leading sales legends. He is also the CEO of Sales and Motivation International. Winston has been acknowledged as a unique and distinctive authority in the field of sales and personal development. Last year International Biography Centre selected him ''International Man of the Year'' for his outstanding contribution to sales and Service. He has written 100's of articles to magazine, journals and websites.

Visit http://www.telesalestips.com to know more about the author

---

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... Read More

Pinging for Success: Creating Search Patterns

One of my first internship jobs as a college student... Read More

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More

Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to... Read More

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

Sales Brochures - 9 Steps to Success

Even in this day of websites, many customers want to... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is,... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

Peak Performance ? What You See Is What You Get!

Would you like an easy way to track the performance... Read More

Five Things More Important to Buyers than WHAT Youre Selling - I

Article I of a two-part series.No matter what customers say... Read More

Nothing Happens Until Someone Sells Somthing

You can always tell a good salesperson, they are always... Read More

Selling For Keeps

When you are in sales and you come across a... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

Miracles are Your Responsibility!

John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More

10 Tips To Overcome Your Fear Of Selling

Ahh. Selling. Sometimes, this is a word that is dreaded... Read More

Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective... Read More

Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training... Read More

The Allure of Antique Store Fixtures

They say if you wait long enough, a style you... Read More

Never Stop Selling

The question: "When should a growing company slow down its... Read More

Whats Your Clients Style?

When it comes to effective selling, one simple fact never... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right?... Read More

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

Long-term sales success has less to do with skills or... Read More