Article Directory :: Business - General Articles

How to Overcome Sales Objections

Copyright © 2012 Jacqui Tillyard

Republish: EasyPublish™ Published: 29Apr2008 Word count: 529 Viewed: 334 time(s) Get Free Content For Your Site

In sales, objections are great! Yes that's right, objections are at the heart of an adrenaline surge for any professional sales person. You see when someone raises an objection to you, what it really means is that potential customer is possibly interested in what you have to off but you haven't addressed all their questions yet!

If this happens welcome it with open arms! It is a signal that you need to go back and find out exactly what they want, get their questions answered and get the order signed. They are already listening to you.

If you need to clarify what has been covered so far ask them,'You told me that. (state what they have told you so far).. Is that right?' If you get a no find out the correct answer, if yes, move on as it was not an objection but a smoke screen to delay placing the order.

Remember price is never the issue, cost or their budget may be, but showing value is vital to getting a sale. If you can show your prospect how your product or service will add value, solve a problem or make their life better in ways they expressed as potential issues for them to you, you can get the order.

Another area key to closing the sale is that you have built the right rapport, simply put, if someone doesn't know, like and trust you, you will never get the order from them no matter how much value you show them!

A key area when fact finding is to establish your clients budget and show them the value of your product and services with the benefits and uniqueness to them. No point wasting your time or theirs if they have a budget of say $100 and your product is $1000. If that is the case move on and find a new customer.

Possible phrases that crop up as objections. I want to think it over, I want to check with more suppliers ,Your price is too high, I have to speak with my partner, I'm happy with my current supplier ,We've spent our annual budget, Get back to me in 6 months

Remember most of these phrases are delay tactics, they give the buyer more thinking time, or they are just excuses in the main! They usually arise when either you haven't qualified the prospect sufficiently, you haven't established enough rapport so they like and trust what you are telling them is credible. Maybe you haven't established a need from them yet or worse still your presentation is weak and needs attention, your belief in what you're promoting may not be convincing enough.

For future reference, identify all possible objections write them down and have an answer ready to address them. Ask yourself, what might people say to get out of committing to your offering?

A final point- there is power in the word No - No is good, no sometimes means no not now, every no is closer to the next yes, don't take no's personally this is business, It usually takes around 7 no's before sale is made. Each no moves you closer to the sale.

EasyPublish™ this article - publishers click here

More articles by Jacqui Tillyard

Free Report!
Ten Essential Secrets Of Article Marketing ... Grab Your Free
Copy Now:

Need Content?
Regular Top Quality Content for your Blog, Ezine or Website ...
Delivered Direct,
For Free!
Click For Details