Category Archives: handling objections

Sales Objections – Handling them Effectively

Handling objections in a necessary skill for a sales person.

There is a certain mindset you need to have in order to handle an objection effectively.

There are certain things you need to practice and in a certain way.

Take a read of the attached post for some pointers.

Sales Objections

Sales Objections – A Lesson from MLM

It’s not often I find things to be enthused about with MLM, maybe that’s just me.

However, I stumbled across a post today from an MLMer and thought much of the advice given about handling objections was sound.

So much so, that I have posted a link to it below.

Loved the comment, ” The purpose of handling an objection and the only purpose of handling an objection is to help your prospect get past what’s currently stopping them from getting what they want.”

It also says, “the success of your MLM business will depend largely on your willingness to help others and the willingness to undergo the right training.” Now that reads to me like it’s a pretty good formula for success in ANY sales business.

Further it says, “Also remember that you’re not handling an objection to get the person into your business. Instead, focus on helping your prospect to get what they want when they are asking you a question or giving you an objection. The objection or the reason behind the objection is stopping them — so help them.”

I think the article is well worth a read interms of handling sales objections for any business not just MLM

Handle Every Objection.

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Fear of Handling Sales Objections

Fear of sales objections can make you far less adept at handling them.

That attitude of fear and lack of confidence comes across to your prospect.
They don’t know what it is just that something feels wrong.
They may then begin to question whether they trust you (your competence or your motives).
From that point the sales becomes a lot more difficult.

I read a post recently that talked about this but only in a general; sense.
The points made were valid but lacked detail.
Could be worth a read for you though. the link is below.

Why do you fear Objections

Three Major Reasons Sales Objections Come Up

 

 

 

 

 

What are the three underlying factors behind sales objections?

Salespeople face objections that are due to :

1. Skepticism
2. Misunderstanding
3. Stalling

The best way of handling objections is to be a knowledgeable, interested salesperson whose mission is to help the prospect achieve his objectives. Remember that the word “sales” is derived from the Norweigen word “selje” which literally means to serve.  So, if you keep it in mind that you are there to serve the prospect you’ll be well on the way to responding appropriately.

Remember to stay positive and respect the prospect’s objections  as legitimate concerns. The Agreement Frame mentioned in an earlier post will help you react to objections as legitimate.

I’ll discuss the first group of objections today and the other groups in a later post

Skepticism

If the prospect seems skeptical about your presentation, your product / services or your ability to deliver, it could come from one of the following situations:

Promising too much. If you promise too much or trivialize the uniqueness of the prospect’s situation you run the risk of being unbelievable.

Failing to establish rapport. You must listen and respond effectively. Concentrate on being interested in them and not on trying to be interesting to them. There’s a vast difference. You can get away with all sorts of mistakes if you are interested. Learn to listen and respond effectively.

Not asking the right questions. Know enough about the prospect’s needs to be able to ask probing questions. Asking good questions is just as important as giving good answers.

Not fully answering questions. The prospect’s questions are real; do not think that they are ‘dumb questions’, and do not avoid a question because you think it is trivial. By not answering all questions, the prospect could think you are trying to conceal something.

Becoming defensive. If you appear to be defensive to an objection, you might antagonise the prospect. Always be open-minded, responsive and reply enthusiastically, not defensively.

Not Client-Centered. If you speak in general terms and do not address the specifics of the prospect’s objection, you have not given him the answer he is looking for.

Being hasty. If you rush through your presentation or do not give enough consideration to the prospect’s concerns, you could make the prospect feel uneasy. Never linger on any one point, but do not give any quick answers either.

Avoid these mistakes and you’ll avoid skepticism.

 

Here is a list of articles you might like to take a look at:

 

  • 10 things to expect from your logo designer – Choosing the right designer is vital. Anyone can design a logo, but not everyone can design the right logo. This article details 10 things to expect from a logo designer, helping you make the right decision. 1. A strong portfolio …

  • are salespeople worth the money they get paid? – this is a question that is often asked when i speak to managers looking to recruit. it is often uttered by operational staff and managing directors who resent paying salespeople their relatively high market rates. …