An Ounce of Prevention

We talk a lot about overcoming objections. We know that when faced with an objection, we must overcome it if we are going to successfully close the sale. But, what if the objection never existed? Our lives, and our sales, would be much fuller.

Here are some tips to preventing objections and increasing your sales speed.

Sell features as benefits. Every terminal can process transactions—what  else can yours do? Is it wireless? Does it have an integrated printer? Does it have a larger display or a smaller footprint? Sell those features as benefits.

Make it Personal. Yes, this is a business decision but, you are still meeting with a Human. Make it fun. Be personable. Find out who this person is, what he wants for his business, and what he wants from your product.

Show your Emotions. Emotion alone will not close the sale, but it can increase your odds when your prospect is on the fence. Does your terminal have any nifty gizmos? Does your Web mall have state of the art animation? If you can get the merchant emotionally involved, he will be more open to reasons why this service is the right fit for him and his business.

Create Energy. Get your prospect excited about your service/product. Use his enthusiasm to propel the sale.

Present features as Dollars. Instead of saying “This terminal processes transactions in 5 to 10 seconds” translate that feature into money. “The efficiency of this terminal, its processing speed is as low as 5 seconds, means you can serve more customers with less employees. That translates into increased income and decreased overhead, as well as happier customers.”

If you can successfully prevent objections, you will have even more time and opportunity to close sales!

Back | Next

© Copyright 1995-2000
The Green Sheet, Inc.