Overcoming objections by turning them into the fuel for selling
When the potential customer has an objection, then most sales reps start to feel bad or uncertain: the stress for failure increases.
Even if you can formulate an answer correctly or refute the objection, then chances are:
- You talk too much and initiate a complete different conversation.
- A second objection is brought to the table.
This is exactly what you don’t want in both cases:
- The lost conversation without a direction
- Even more objections.
Take your time with objections
Most people will try to formulate an answer or refute the objection as fast as possible. Instead of replying it is better to take your time by asking him to explain what he exactly means. Hear him out.
The clarification or the restatement of the objection can contain already part of the answer.
When listening to his exposé you have a second chance to understand the objection and to look for answers.
Then rephrase the objection: if you have it wrong you will be corrected and probably more information is contained in the correction.
Moreover people will always tell too much. In order to explain they will reveal more information and reasons of the objection or even the origin of the objection: a director, a previous experience, a similar case of a colleague.
The more they explain what is holding them back to buy the better you know what to do or answer and turn around the objection into an advantage.
The objection discussion
Chances are the objection is getting discussed by the managers of the potential customers amongst them. You don’t have to participate but to correct or acknowledge facts or figures that are mentioned during their discussion. This will certainly work if your advocate is amongst them as he will know:
- The situation better from the inside.
- Where the objection is coming from.
In case there is no discussion and you have no direct answer then you need to get the interest back to the benefits and advantages of your product or solution.
The best is to acknowledge the objection and immediately ask how fine the benefits or advantages fit with the problem or need of the company.
The battlefield of objections
The best salesmen consider objections as the battle field.
The sooner they find out about them the better as they then know what lies ahead of them. By knowing the objections they can build a strategy.
You have a strategy and in control instead of being rushed and driven out of the deal by the customer.
Once you have a strategy you have an advantage over your competitors who might still be clueless.
Maybe objections are not that bad after all if you know how to handle them.
The objection can become the fuel for selling.
The sooner you know the objections the better.
The more the potential customer talks the more chance to win as they always will tell too much.
Turning objections into sales takes time to learn, but the rewards will be high.
How do you handle objections?
Have you ever turned objections into a sale?
Knowing how to field objections can go a long way in good marketing of your product or service, as you truly understand your business model and demographic it gets much easier to address any concerns your consumers have, in an effective positive manner. It takes time but stick with it and you will see it works
The 80/20 rule is an effective strategy in knowing how to handle the objections of your prospect.Let them talk 80% of the time and you talk 20% of the time.You listen to what they are saying, you can find a lot of answers and you can easily devise a strategy or a plan on how to make it better for them so that they will have your product or service. Its one way of accessing which part of your product/service that needs improvement.
The problem with objections is the human fallacy to take it personally. In business, it also means the chance of losing a sale. My objection, if you please, are salesman who don’t fully listen to a customer. They have answers to objections already mapped out in their brains. I agree and disagree with this post on this topic. Anticipation can be a good technique for surviving the objection, but it can also sound forced and if you haven’t listened to the specifics of the objection, it can land you in the business doghouse.
Objections in sales are like the layers on an onion. It takes time to get to the core ojection, but if you are professional and persistent, you’ll make it there. Once you are at the core, you’ll discover the real reason for the objection. It takes time and effort but can be done.
OK – A problem is that in most cases time is running short. Thus you need to be quick.
Good suggestion the 80/20 rule.
The first rule is of course to listen to your potentail or your current customer.
Like the idea of the onion. The layers you peel off.
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