At the start of this Blog I said it was important not to panic when you hear a sales objection.
One of the best ways to do this is to have an automatic response.
An automatic response not only prevents you from respoinding with a dumbfounded look on your face but also gives you time to think about a respoinse.
I have already mentioned that for many years my automatic response to “your too expensive” was to respond with “compared to what?”
When you hear an objection other than price you coulod employ a method I learned from Lee DuBois.
Whenever, Lee encountered any objections he would say,
”Obviously you…” often followed by “just suppose”.
I’ll give you an example.
Customer raises objection.
You respond with.
”Obviously you have a good reason for saying that. Do you mind if I ask what it is?”
Then the customer gives his/her reasoning.
Then you meet the prospect’s condition exactly with:
”Just suppose ..( meet condition )… then in your opinion do you feel you could proceed… etc”.
If the customer says “No.”, then you repeat the process.
(i.e. you say “Obviously you” again.)
This automatic response stops you from being stuck for a response, allows you to smoke out the real objection while at the same time showing respect for the prospects sales objection (the “good reason” comment shows respect for their opinion).
Try it, you might be surprised how effective it is.
Here are some articles you might like to read
-
-
-
Sales education: Can sales be taught in the classroom? — Hoover’s … – That’s the question I put to my LinkedIn network, and the range of answers I got was illuminating. When I’ve talked about this in the past with sales pros, including some of our veteran account managers here at Hoover’s and sales …
-
9 Signs the Online Job Market is Broken – 100 years ago companies started putting job ads in newspapers. They still do, although much less. That’s because they’re putting those same job ads online. The Internet took hold offering hundreds of places employers could post their …
-
Real Estate Marketing is Changing Fast and Furious – Dec 18 2009 . I agree 100 that those of us with sales skills will be able to always make a living. Knowing how to work with people on a personal level is .
-
-