Handling Objections

Sam Parker — Wed, 02 Dec 2009 12:00:05 +0000

Embrace the objections of your prospects and customers.

Right now and over the next several weeks, position in your mind the regular objections you hear as not only an inevitable step to bringing in more business, but also a positive step. Objections confirm a level of need or desire for your product or service and help you better determine the next steps you should take in a sales process. For the prospect, it’s your responses to the objections that help validate or support their buying decision.

This is the reason the responses to your top objections (those you and your team hear most often) must be planned and prepared with a professional’s level of attention.

What makes the best response to an objection?

Be sure your responses show an appreciation for the objection in a way that validates the prospect’s concerns, and then addresses the issue very directly. Any response that could be misinterpreted as defensive, evasive, manipulative or sarcastic should be eliminated. Leave slick and cute lines to your competition.

Once prepared, work through the delivery of each response with those on your team, as well as some individuals outside your sales department. Get genuine feedback, make appropriate changes and then practice the delivery of your responses until you have them as natural and as tight as your opening prospecting statements.

Selling is about helping your prospects and customers solve a problem.

Be non-abrasive. Think appreciation and validation. Be direct.

(samples below)

Do you know the 8 possible objections that can stall a sales process?

____________________

Objection responses (samples)

These are built for the “price is too high” objection but can be adjusted for many of the more common objections by replacing a few words.

“That’s a valid issue, Susan. Several of our current customers had those same concerns at the beginning. Let me show you some examples of how those purchases paid off.”

“I understand your price concern, Bob. In fact, I’m sure several others in the room have similar thoughts. Initially, the price can seem high but in the mid and long terms, I’m pretty sure you’ll be very excited about the return on investment. Let’s take a look.”

“Yes it does seem a bit high initially. When you look at the complete value of it over the life of its service, I think you’ll feel much more comfortable with the investment.”

Remember… practice will help your delivery become more natural and confident, helping your prospects and customers better embrace your responses (giving them confidence in you).

Connect with Sam (guy behind this stuff)…

Facebook | LinkedIn | Google+ | Twitter

The 8 Objections

Sam Parker — Mon, 22 Jun 2009 21:09:34 +0000

Objections are a requirement to a successful sales day. In fact, without them, you’re likely not engaging your prospects and customers.

It’s the introduction of an objection that can spark a flow of information that can help you further qualify a sales opportunity and better understand the needs and current environment of your prospects. For this reason, you should work to embrace and understand the true objections you might be facing.

When companies and individuals have an objection to making a purchase, it’s one or some combination of the following eight.

Review them. Know them. When you’ve hit a wall, check your sales opportunity against them.

Understanding the true objection(s) will help you get one step closer to where you need to be – whether it’s to the next stage with your current prospect or investing your time elsewhere.

____________________

The objections

Lack of perceived value in the product or service
Lack of perceived urgency in purchasing the offering
Perception of inferiority to a competitor or in-house offering
Internal political issue between parties/ departments
Lack of funds to purchase the offering
Personal issue with the decision maker(s)
Initiative with an external party
Perception that “it’s safer to do nothing”

Now go sell something.~>

(number 8 will be one of the most frustrating – for you)

If you like this, you might also like the author’s message on commitment called Cross The Line. Use this link to watch the quick little video.

__________