Learn to Love Objections
We all face objections, the key is turning them into selling
opportunities.
As you know, an objection is better than a simple "No" because it
opens up an opportunity for dialogue. Another great thing about
objections is that the same ones creep up over and over. That means
you have ample opportunity to prepare your solution and take up
ARMS.
Anticipate objections.
Anticipating gives you time to prepare answers before you meet with
the prospect.
Rephrase objections.
Rephrasing verifies that you understand the objection, lets your
prospect know that you're listening, and gives you time to formulate
your rebuttal. It also helps you discover the real objection. When
you hear an objection that doesn't make sense, rephrasing it can
force the prospect to clarify his/her feelings.
Make certain you hear every
objection. Trust your intuition. If you feel there is something
holding the prospect back, there probably is. Don't avoid that
unspoken objection; ask what it is otherwise it will stand in the way
of you and a sale.
Show your prospects that you understand their objections and, more
importantly, their position. If you can demonstrate the you
understand their perspective, you will increase their trust in you
and the credibility of your service. If you don't understand an
objection, ask the prospect why he has a particular objection. If he
can't state why he feels a certain way, the objection doesn't really
exist. If he can explain his feelings, you are better equipped to
dismiss it and close the sale.
It doesn't have to be a battlefield out there. Just be prepared.
Good Selling!SM
Paul H. Green
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