One of the greatest fears of the untrained salesperson is hearing objections or concerns after theyโve given their all in the presentation step of the sales process. Thatโs because they do not yet understand the tremendous help objections can be to closing sales.ย Objections are an opportunity to learn a customer’s issues and fill in the gaps. Without this knowledge, how can you determine if you are on the right path. Think of objections as a blessing and an opportunity to meet the customer’s needs.
“Objections are an opportunity to learn a customer’s issues and fill in the gaps.”ย
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- Objections are Good.ย If theyโre not interested enough to offer objections, theyโre not interested in buying.
- Donโt Interrupt an Objection.ย Avoid the dangerous temptation to jump in and answer the objection right away. Your customer deserves the right to voice an opinion fully. Besides, the more you let customers talk, the more likely theyโll talk themselves right through the objection or handle it on their own. Maybe they just had to โget it out.โ
- Never Argue.ย This creates an impossible situation. As a trained presenter, the salesperson usually has the edge, and can win the argument. This leaves the prospect with only one vehicle for getting evenโbuying from somebody else.
- Let Them Ask and Answer.ย Allow your prospect to answer his or her own objections. Just give them time and lead them where you want them to go and theyโll often surprise you by providing the answer. This is always best because regardless of how ethical and unbiased you may be, in their eyes you still a vested interest in the sale. When they provide the answer, they canโt fight you.
- Move On.ย Once youโve answered the objection and confirmed that it has been understood, move on to the next step in your presentation.
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