Tag Archives: sales objections

Sales Objections – Scripted Responses

I am a strong believer in a sales person knowing what sales objetions they typically get.

I believe this is important for two reasons:

  • it highlights what you are not doing / covering earlier in a sales call
  • it gives you specific targets to practice your objection handling skills.

Now there are sales trainers out there who would tell you to take your regular objections. Work out answers for them. Try those answers in the field. Then memorise the ones that work for each specific objection.

I do not agree with those rote learning approaches !

If it was that simple you could train a robot / computer to sell for you !

I favour teaching your mind how to generate responses to objections on the fly.
Because each customer is different and each buying scenario is likely to have unique characteristics.
That’s what I teach in my sales coaching.

For an article about the rote approach click this link 

 

 

 

 

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Sales Objections – Are They Really Objections ?

Like most everything else in life sales objections are about how we frame them more than they are about reality.

Everything that happens to us is coloured by our perception of it.

Our perceptions are governed by our values, past experiences, our intentions and our current mood.

So, what about objections ?

Maybe some of what we think are objections are not and maybe they are not buying signals either maybe they are just someone trying to understand what we are offering and how much benefit it could be for them.

That’s what the following article from Paul McCord states quite well.

Who’s Qualifying Whom Here

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Sales Objections – a video to watch

I do not agree with all that is said in this video but some of it certainly makes good sales objections handling sense.

I certainly do not agree with delaying dealing with objections till the end of a meeting as it tends to show disrespect for the prospect.

Have a look and tell me what you think.

 

 

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Sales Objections – Are They Really Buying Signals.

It has been a strongly held belief that sales objections are buying signals.

 

Well they can be and sometimes they are not.

 

Sometimes they are an example of sloppy saleswork being done early in the sales process.

 

Sometimes they are just a manifestation of good ole procrastination.

 

Obviosly, you need to know how to deal with sales objections as that ability is your insurance policy. Otherwise once you get an objection, for whatever reason, the sale has ended. I am available for sales coaching on how to handle YOUR sales objections

 

The article below asks the question are sales objections buying signals.

 

 

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Sales Objections and The Contrast Frame

 

In terms of answering sales objections sometimes it’s good to use contrast to your advantage.

 

On my website I have some pages relating to Robert Cialdini’s influence patterns from his book “Influence: The Psychology of Persuasion”. (A great book and a MUST read if you are serious about being a sales person)

 

Cialdini discusses the Contrast Principle at some length in his book.

 

The contrast principle can be used when you are dealing with price objections to make the cost of your offer look smaller. The idea is to compare your price to something larger so it doesn’t look so expensive. You may compare your price to the extra profit the client will make or to your competitors or to the much larger costs inherent in the client’s business.

 

Let’s explain the contrast principle and see how it works.

 

The contrast principle affects the way we see the difference between two things that are presented one after another.

 

Simply put, if the second item is fairly different from the first, we will tend to see it as more different than it actually is.

 

So if we lift a light object first and then lift a heavy object, we will estimate the second to be heavier than if we had lifted it without first trying the light object.

 

If we talking to a beautiful woman at a cocktail party and are then joined by an unattractive one, the second woman will strike us as less attractive than she actually is. 

 

The point is that the same thing can be made to seem very different, depending on the nature of the event that precedes it.

 

Examples of The Contrast Principle in action include:

  • Retail clothiers selling the expensive suit so it’s easier to seel you shirt and tie later.
  • Car sales people selling relatively cheap accessories after you’ve agreed to purchase the much more expensive car.
  • Real estate companies using “setup” properties where they take you to a couple of overpriced houses before they show you the house they think you will want.
  • Warning your customers of an upcoming 10% price increase when you know the increase will only be 5%.

 

The great advantage of this principle is not only that it works but also that it is virtually undetectable. Those who employ it can cash in on its influence out any appearance of having structured the situation in their favour.

 

In relation to Objections the principle of contrast is often used when you run into a price objection.

 

Client says to you, “Your premium service would cost me an extra $1000/year.”

 

Using “contrast” you could reply, “That’s right for about $2.50 a day you could have all the advantages of the premium service.”

 

$2.50 a day seems much less than $1000, doesn’t it?

 

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Sales Objections – Last Ditch Recovery

This is a wonderful last-ditch retort.

You’ve been consulting with your prospect or client for some time. No resolution, no sale. You’ve run out of things to say.

Then you say, “What’s the one question you could ask to be totally convinced that this is the product for you?”

This is a beautiful question because of the presupposition that is inherent in the question.

A presupposition is something, often not specifically stated in a sentence, that has to be true in order to make sense of the sentence.

For example if your partner asks you to pick up the laundry on the way home. Certain things have to be true. There has to be laundry, there has to be a place to pick it up from (laundromat) and you have to have a home to go to.

Now the presupposition in the question above is that there is a question that will cause your prospect to be totally sold on your offer. They don’t even have to answer the question!

Once your prospect asks a question his/her unconscious mind believes that this is the product for them.

It doesn’t make the sale but it’s a rung on the ladder because it starts them thinking about using your product.

Another example.

Prospect says. “I can’t see your service working here.”

You reply, “That’s right you can’t see our service working here….yet… because you haven’t yet asked the one question that allow you to realise all the benefits you will have by using our service.”

This follows a pattern I recommended earlier. That is, you agree with the objection first and then try and redirect it. As a general rule meet them where they are and then take them where you want them to go.

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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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Sales Objections – Do you know what their Problem Is ?

We are all taught as salespeople to solve problems, deal with sales objections and we’ll get the order.

Even Tom Hopkins has been known to say that we, as salespeople, are PPss = Professional Problem Solvers.

Now given our eagerness to solve and the pressure put on us by the economy and our company wanting to improve results there is a tendency to jump onto the first problem that our prospect’s raise.

This maybe causing us to run into far more sales objections than we might if we just dug a bit deeper before we started offering a solution.
Digging deeper might allow us to build the value of our solution by expanding the problem (in breadth or depth or both).
It’s a bit like the IMPLICATION part of the SPIN Model.

Below is an excellent article by Eric Luhrs, well worth a read.

You think you know what your problem is. But you don’t know what it is. And that is a problem!


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Sales Objections Overruled

Hi, just read this post and liked Craig’s comments about “Blocked at the Gate”

Greg

http://www.managesmarter.com/msg/content_display/sales/e3ic693b2e714b022aa71a7117730321b54
Sales Objections Overruled

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Posted via email from aussiesalesguy’s posterous

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Sales Objections – How to Have Fewer Objections Come Up

Of course, I said before that if you had a perfect product (or service) and gave a perfect presentation then sales objections would not come up.

It follows from that, that the better you understand your product/service and your prospect and the better the job of “selling” you do the fewer objections you will get.

By “selling” I mean:

·        Establishing rapport with your prospect.

·        Establishing credibility with your prospect.

·        Uncover your prospect’s wants and what’s important to them about that.

·        Understand your prospect as a person and how they think

·        Establishing the Value of your offer

If you have done all that you can present your offering so that they will really listen to it and your presentation will be focused on the specific benefits of importance to them.

In fact, let me put it this way, the better you have identified your customer’s wants and established the value of your offer the fewer sales objections you will get.

So, in some respects knowing how to handle objections is like an insurance policy.

We all have insurance policies on our cars and houses and even our life but we really hope we never have to use them.

So, think of your skill in handling sales objections as something you can fall back on even if you have not done a great “selling” job earlier in the sale.

 

An interesting post on sales objections.

 

  • Cold Calling Scripts Comments 1 of 3 – Here are more thoughts about CB’s post! “Leslie,. First of all, I hope that things continue to improve with your treatment for Lyme Disease. You are very important to a lot of people and we wish you the very best. …

 

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