Objections
are often a sales person’s biggest challenge.
If you are getting objections then I would suggest
that you have not shown your prospect enough value in
your proposition. They have not had their needs met
and there is not enough of a reason for them to buy.
This needs to be the first thing for you to change.
Understand what is most important to your buyer and
show them how you can provide this. Also what is the
biggest concern, in their mind, that you can assure
them you can overcome with your product or service?
If you still get objections in your sales call then
follow this process and you will overcome most of them:
Firstly agree with your client. Do not try to justify
yourself or argue with them!
- “I can understand that…..( price/ delivery/
colour is important to you)
- “If this was not an issue would you go ahead?”
If they say Yes then
- “Great let’s invest some time
discussing how we could work this out for you”
If they say No then
- “There must another reason as to why you won’t
proceed. I’m just wondering what that might
be?”
Whatever the underlying reason may be then
- “If this was not an issue would you go ahead?”
- “Great let’s invest some time
discussing how we could work this out for you”
This is a simple looped script that allows you to get
to their real objection and obtain permission to discuss,
negotiate and agree a solution.
Remember: the only reason that someone does
not buy is that they have not seen enough value in what
you are proposing
Work on both parts. |
