Sales objections and selling go together like peaches and cream. If you are in sales you will run across sales objections, count on it. In fact, think about it, if objections did not exist there would be no need for sales people. Companies would just send out brochures on their product and people would get it straight away and buy (or not).And, it is one of the unfortunate ironies in sales that you will get more objections when you first start selling than at any other time in your career.
Why do we get objections? It may help if you think of sales objections as a request for more information or a request for reassurance that your prospect is doing the right thing. Since almost every product we buy is not a perfect fit for our needs there is always some compromise. Apart from that there is the everpresent phenomena called procrastination that gives rise to many objections.
So, what do we do with these objections? The wrong way (how not to handle an objection) would be to attack the prospect, or perhaps question their motives or abilities to see the benefit or make the decision.”Can’t you read? It runs twice as fast, How can that NOT be of benefit to your company?” Now, I know YOU wouldn’t do that, but a lot of salespeople do just that. They get into a little war with the prospect, “I’m smarter than you are, you dummy. Or “I know everything about this product how can you possible be questioning what I say?” I don’t (or shouldn’t) need to tell you that’s the wrong attitude to have when you are handling objections.
Aim to develop a positive attitude towards objections so that you truly welcome them. Remember, every product has some problems. You will never sell anything that doesn’t have some weaknesses that couldn’t be improved. Keep in mind that the more information the prospect has, the easier it is to make the sale. So, objections are part of the process that results in the prospect getting the information he needs to decide to buy.
Once you have listened to their objections without interrupting, fed the objections back to them and asked enough questions to understand them well you can then start to qualify the objections so you only deal with the real ones.
When you get to the major objection rather than frame it as a disagreement you can reframe every objection into a question that you welcome. Perhaps even reframe an objection so that it becomes an advantage or seems trivial in the eyes of the prospect.
There is, of course, much more detailed information on objection handling techniques.
Learn more about dealing withsales objections. Stop by Greg Woodley’s site where you can find out all about overcoming objections in sales.
