• Send me some information and I’ll get back to you
• Let me check with my partner
• Let me think about it
• I’m not interested at this time
• Your price is too high

Even if the prospect flat out tells you “no” it doesn’t mean that they wouldn’t want to buy your product and it’s your job to find out what their real object is.

Objections are actually extremely helpful because they give you the opportunity to better understand what it is that is holding the prospect back from buying from you. You can’t overcome an objection if you don’t know what it is. Of course sometimes the objection you hear may not be the real objection so you’ll also be tasked with uncovering it. You should always handle objections using these proven, extremely effective four steps:

1. Determine the prospect “real” objection(s)
2. Express that the prospects concern is understandable
3. Answer the objection(s) and clearly define your solution
4. Ask for the sale

Determining the Real Objection:

Determining the real objection may not always be easy but you cannot close the sale until you do. The best formula for uncovering the real problem is simply by asking questions that are relevant to the objection and then paraphrasing the prospects responses. The reason you should paraphrase is it forces the prospect to acknowledge and agree with their stated concern and it may also uncover the real objection. For example:

Prospect Says: “Your price is too high”

salesperson: ” So if I understand you correctly you’re saying that you are interested in our product and if I were able to bring the price down you would do business with us. Is that correct”?

A salesperson can’t be afraid to push prospects into telling them the real objection because they can’t overcome problems that they don’t understand. In the above example if cost is the real problem they would know it but if it’s something else you’ll surely find out.

Once the salesperson has determined the real objection they can move forward in the sales process. It a good idea to list the top five objections that typically heard and develop bullet proof responses to keep from getting stumped in the middle of a presentation. Once these are written down it’s best to read them over and over until they are memorized word for word which will help to naturally answer objections as they arise.

Below are some of the most common objections along with a powerful response that when used will be effective most of the time:

Objection: “Send me the information and I’ll get back to you”
Rebuttal: “Tell me, what is the main thing you would need to see in my information before you would do business with us”?

Objection: “Let me talk with my partner”
Rebuttal: “If the decision were entirely up to you, would you buy the product or would you have other questions”?

Objection: “Let me think about it”
Rebuttal: “tell me, what’s the first thing that comes to mind that’s keeping you from moving forward today?”

Objection: “Your price is too high”
Rebuttal: “Our price is based on what’s necessary to make sure our product delivers the best possible result to you, and that’s what you really want is the best result, not the cheapest price, isn’t that true?

Express that the prospects concern is understandable:

Many salesperson make the mistake of dismissing the prospects concern and going right into their rebuttal. STOP! Don’t be that person, no one likes or respects them. Take the time to acknowledge that your prospect has a legitimate concern and let them know that while you respect their concern you also have a solution. This is incredibly easy to do but it’s so often ignored. Simply start your reply to the objection by saying something like:

“I completely understand your concern and I would have responded the same way…”

“I agree with you and so do most of my other clients…”

“It makes perfect sense that you would say that…”

Answer the Objection(s)

This is where the knowledge of a salesman’s product/service will come into play. Assuming that they are 100% clear on their prospects real objection they should be fully equipped to talk about the benefits that their product offers and how they will provide a solution to the prospects needs. This may involve explaining how the product will do one or more of the following:

• Save time
• Save money
• Improve profits
• Make a process easier or faster
• Reduce stress

Ask for the sale

If the salesperson handled the process correctly you should be in a much better position for a one call close. Ask for the sale.

The Best Defense is a Strong Offense

There is no better way of handling objections then avoiding them. Remember, objections usually occur when the prospect fails to see benefit. Be creative and help your client visualize the value of your product. Try using references of existing happy clients. People tend to go with the crowd.

• If everyone’s wearing it then you’re wearing it
• If everyone saw the movie then you’re going to see it
• If everyone has a Facebook then you’ll get one

Tell the customer a brief success story about a local client (or two) that has already seen the benefits of your product. For example say:

“working with your neighbor, John Smith we saved him $149 a month, and Mary, across the street from you saved even more on our program”.

It’s important to understand that if the client thinks no one else is buying the product then why would they want it, and that perception will nearly always create objections that could have otherwise been avoided.

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!

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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!

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!

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The post The Simple and Key Technique to Handling ANY Objection and Making a Sale appeared first on ConectUS Wireless.

Why do all sales people fear the “I want to think about it” objection?

Because it isn’t really an objection is it? Or is it? They haven’t really said “No” have they? They haven’t really said “Yes” either have they? So the weak sales rep can breathe a sigh of relief and believe the client will definitely get back to them with a yes tomorrow and the so called experienced rep will make the excuse that it wasn’t really an objection so there was nothing they could have done to overcome it. While the Professional Closer goes to work and starts to find out exactly what it is the clients want to think about. Which ever one you are, let’s look at this “objection” in the latter tense, as Professional Closers; after all if you didn’t want to become a Professional Closer you wouldn’t be reading this would you? So what can you do in this situation?

Firstly we have to look at the reasons why people say “We want to think about it”

The first and most common reason you will get the: “I want to think about it” objection is that you gave them too much information to think about! An old sales trainer and excellent motivator of mine was always saying “If the cow doesn’t moo, don’t feed it” What he was saying in an essence was, only give them the information they ask for. There is no point in telling them how efficient the air conditioning is on this particular model of car if they live somewhere where it snows for 6 month a year. They will be more sold on the amazing traction the electronic 4X4 system gives them when driving on snow and the fact that by pointing the key through the kitchen window and pressing a button while they’re finishing their morning coffee, the seats heat up and the all windows de-mist automatically.

Do you get the idea? You can always add the air conditioning in as an additional benefit for when they drive down south for their summer holidays while they’re signing the purchase agreement. The other main and obvious reason you will get “I want to think about it” is you haven’t sold them yet.

At this point you need to revert to A.C.O. (See: Overcome any objection with This tried and tested three step formula) Agree with them: “I fully understand John and Mary, if I was in your shoes I’d want to think about the payment options and whether I could afford the additional monthly outgoing.” Confirm: “Is that what you want to think about?” If that is not their reason you need to keep asking with one option at a time until you have isolated it down to the real objection.

Now you just get back into Overcoming the real objection and closing the deal!

So to recap: “I want to think about it” really means, you’ve given me too much information and I’m confused. Or, I don’t have enough of the relevant information so I’m not sold yet.

By keeping it simple and only feeding the cow when it moo’s, you will always be dealing with: “I don’t have enough information yet” It’s always easier to add the benefits of your product bit by bit than take something away once you’ve given them everything up front.

The lesson this week is: “Don’t feed the cow till it moos!”

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!

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The post How To Overcome The Objection – I Want To Think About It appeared first on ConectUS Wireless.