But he didn’t.

You’ve just been told no, and given some objection or reason why your prospect doesn’t want to make a purchase or make a decision, now. For a moment, all that head of steam that you were so neatly and professionally building up, has just collapsed like a withering balloon. You’re facing your prospect, trying to figure out what went wrong and how to salvage the sale. How can you convince this person that they are wrong by not choosing to buy from you, right now?

Every sales person has been in this exact same boat, more times than we will ever want to admit to or remember. However, it is very important to remember that being told no, right after making your close and asking for the sale, is a fairly common experience. It does NOT, however, mean that your sale is now doomed. It does NOT mean that your prospect has automatically shut you off. And…most importantly, it is vital to remember that your prospect is saying no to the product/proposal you are offering, and NOT saying no to YOU.

There many ways to overcome and handle objections. This is not the purpose of this article. Instead, what I am going to give you is an important tip on how to TRANSITION from hearing an objection, to proceeding to handle it. This technique works on any kind of objection that you will come across, and it’s very easy to master.

First of all, always keep in mind that if you try to tackle your customer’s objection, head on, as an objection, then you are setting the stage for an adversarial situation, and in that scenario, you will never win. Your goal is not to make your prospect wrong, but rather to let your prospect be RIGHT.

When your customer voices an objection, do NOT immediately respond to it. Jumping right in and attacking the objection only makes your customer more defensive and also makes them believe you really didn’t hear nor understand what they were saying. Instead, count to 5, in your head. As you are counting. slowly nod your head so your customer sees that you are truly listening and comprehending what they are saying. Doing this will work wonders in bringing you and your prospect closer together.

Repeat the objection back to your customer, but repeat it in the form of a QUESTION. “Well, Fred, I definitely can understand what you’re saying, and it’s a very good point. In fact, many of my clients also felt the same way, when they were considering this deal. Am I correct in believing that you do feel that this makes sense, but you’re concerned about…..(state the objection, here)?”

When your prospect then AGREES with you on this question. Simply ask them if this is their only concern. (never use the word “objection” to your customer)

Your next move is to say the following: “So, Fred, would it be reasonable to say that if we could find a way to effectively address this issue, to your satisfaction, then there really would be no reason to not move ahead with this?”

Once you get that second agreement/commitment. Proceed with addressing your customer’s concern, and then re-close.

You will find, that if you remember to use these simple steps, your closing percentage will greatly increase.

See you at the top!

The post What to Say When a Prospect Says No: A Simple Technique for Handling Objections appeared first on ConectUS Wireless.

One very effective way to deal with objections is to preempt them as part of your presentation, you will be aware of the four or five concerns that your average prospect has so you can incorporate them into your presentation. This can be effective at promoting you and your company in a professional manner. Rather than operate a head in the sand approach, you tackle these reasonable concerns as part of your pitch coming from a position of strength and demonstrated that you do not run from the hard questions.

When dealing with objections it is important to be aware of body language and unconscious communication. I sat in on a presentation reasonably and the salesperson was interrupted mid-sentence and asked a hard question with regards to a competitor. While he verbally came across quite well and was able to deal with the issue, the difficult question prompted him to fold his arms and promote a closed stance. This subconscious communication gave away the fact that he was uncomfortable with the question and probably was one of the reasons that he was unable to secure the deal.

I will not be dealing with particular objections as part of this piece but rather giving you a four-step technique for dealing with any objection. Try to remember that objections should be welcomed and they mean that you are in with a good chance of selling.

The first step when dealing with the objection is to acknowledge the concern. Ensure that you make the prospect aware that you understand where they are coming from and their concern is reasonable.

The second step is to qualify the objection, find out exactly what they mean for instance “time to think” means what? What is it that they need to think about? Are there still some issues that you haven’t dealt with? What are they not convinced about?

The third step is to re-sell the corresponding benefit, this time been aware that your approach first time round didn’t work so you will at least have to expand and take different angles to re-enforce the point

The final step in dealing with objections is to seek agreement with the prospect. Ask them if they are happy and understand what you said and that you have been able to relieve their concern. Obviously, if the answer is no, you will need to do some more convincing.

You need only to become skilled at handling the most common objections don’t worry about strange or once-off objections. Practice and role-play objections as the more times you deal with the particular objection, the better you will become.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Handling Sales Objections appeared first on ConectUS Wireless.