Some time ago I went to a sales training and that session I took a couple of sentences that helped me out with two clear sales concepts:
1- “When no objection is when the sale starts, if there is no objection what you did was not to sell but rather to ship a product.” This phrase led me to think that everyone who wants to be a good business has to know how to deal and overcome the objections that customers themselves will put us on the road.
2- “I do not care I close the door because I know I’ll end up sneaking out the window”: this phrase sounds quite informal training but what you can deduce is that to sell need: trust in yourself and perseverance. The first NO does not mean the end of the world with this “prospect”.
The main topics are:
– Price: sounds like the phrase … “The truth is that I find expensive, I do not care.”
– Complacency: “If I’m honest, apparently seen, I’m fine as I am and thanks”
– Fear of change: “We have done so for 15 years and prefer not to change supplier”
– Lack of confidence: “No I shall know if I fix the problem when you need it”
– Environment: “My cousin had the same service and has not spoken to me well”
– Timing: “Now I have a lot of work, call me within 6 months”
Keys to successfully combat power objections
In order to successfully meet them we can draw from these tips…
1- Know stay in the process: When we meet with any objections rebut we know when we always have the option to tell the customer that will finish studying the case to present an improved proposal to help erase the doubts that have now same.
2 Fold with honest advice: This will explain with a recent practical example:
– Recently called us a customer inquiring about health insurance for the family, he was autonomous and told us that apart than normal had an accident coverage that insurance would pay for each day she was low. He wanted the same thing cheaper. When we gave the same price as ours was more expensive. The client and hung when we recommend that instead of having accident coverage in health insurance did hire him aside with us or not, we always would be cheaper as well. Just because of advice adding value today has made us all safe.
3- The objections are the tip of the iceberg to meet customer history: exploiting to tell you because they do not want to hire, this is where you can find the keys to turn around the situation.
4- The art of link with a question that allows you to keep talking to the customer: something like this:
– “I’ve been looking and not interested in hiring me,” you answer, “Why not? It is a question of price or perhaps for the coverage of the service? “That we objection truth and we can rebut it again.
5- Go with the homework done: if you already take a few visits, you will see the kind of objections is repeated. Take an afternoon to build a good argumentation and see trying different possibilities to see which works best.
6- Countering with clear references: If we references with similar audience, quality labels, express industry sales leadership … sometimes the customer what they want is to feel safe with what you’re getting and only needed a final push.