It is the constant and determined effort that breaks down all resistance sweeps away all obstacles… –Claude Bristol
Friends, do you agree that the prospect asking questions and raising objections about your product is a positive indication? As salespeople we understand that no objections mostly mean no sales. Prospects’ objections are an indicator of his interest in our product. By raising objections and questions, he is trying to communicate that he is interested in our product and if we satisfy him with our answers the satisfied prospect will most likely buy our product. But if does not ask any question then he is surely not interested in our product.
When a buyer gives you an objection, he is presenting you an opportunity to close the sale… –Brian Tracy
Therefore, as salesperson it is our responsibility to answer the sales objections effectively. Lots of sales do not happen because of poor handling of prospects’ objections and his questions. But how does one handle the prospect’s questions and objections most effectively?
Today I am going to share with you some tools so that you can handle the prospects’ objections effectively and win the order. So, stay with me till the end of this article.
My name is Rakesh Sharma and I empower business owners and salespeople to grow their business and maximize their profits.
The common objections are like, we can’t afford it. We are not looking for it yet, let me think and I will get back to you, I don’t need what you are selling, your price is too high, I can get it somewhere cheaper.
An objection is simply a request for more information…
–Jig Ziglar
As said above the objections are inevitable in a sales call. The research says that a successful sales call has double the sales objections in comparison to an unsuccessful sales call.
While handling any objections, you find that most of the sales objections will fall into six different categories. So you need to observe closely, in which particular category your prospect’s objection lies.
Now I am going to share with you the five different ways which should be applied to handle the sales objections effectively.
- Sweep aside method: This method is called sweep aside, because you listen to the prospects’ of objection and without injecting it I just sweep it aside. This applies to when the prospect says, “I am not interested” or “I can’t afford it”. To handle such objections you can use the following words positively and politely, you say, “That’s alright, a lot of people felt the same way initially, but later on they recommended our product to their friends and family as well.”
- Listen empathically: Empathic listening is a very important tool for objection handling. When the customer is raising the objection, you need to listen him very attentively. This will help in building the trust. And an empathic ear can turn the prospect in your favour if you listen to him attentively.
- Treat every objection as question: If your prospect says that he can’t afford it, you can respond by saying, “That’s a good question!” How can you justify the price at this point of time? Let me see if I can answer it for you?” Besides this you can simply smile and then ask, “How do you mean?” You can also say that, “You have a good reason to say that, would you mind if I ask you what is that?”
- Feel, felt found method: When a customer says something like, “it costs too much”. You can say, “I understand exactly how you feel. Other customers have also felt the same way.” But later they realize…(explain the benefits and the value of a product which can more than justify the price of the product).” This is an especially important tool which helps the prospect in understanding the real picture better.
- Create an objection handling script: Talk to all your salespeople and find out what different objections they face while they are on a sales call. Collect all these objections and find the best answers to each of these question / objections. Create the best possible script for each objection. Train your salespeople in handling these objections with the help of role plays. This method will help them to handle the objections in best possible manner and win more and more sales.
Make a list of every reason the prospect gives for not buying and create a repository of excellent answers. Train yourself and your team members on these answers. Use all above methods in handling the prospects objections.
Friend my mission is empower more than one lac business owners and salespeople in coming three years by providing them with best business tools. You can also become the part of this campaign in circulating this article to all your business friends.
Next time go to a prospect meeting with all the preparation and you will find that you handle their objections more effectively and you will be able win more and more sales.
Until next time…Happy Selling!
