In sales, working with objections can be difficult. This week and next, I am going to give you a new approach to a natural part of the sales process. The only way to grow is to show people that you’re a professional and offer suggestions to help them solve problems based on your products or services. We need to work through objections and not try to overcome them. When we try to overcome objections, someone wins and someone loses.
Objections are not only a natural part of the sales process, they help you to clarify what is on the prospect or customers mind. In order for you to help the prospect or customer with their problems, it’s important to understand what and where are the roadblocks. In other words, what concerns do they have about what you are offering.
Their perception is their reality. Asking questions is the way to learn where they are coming from, their reality.
Consider the people you are going to contact. What is the best time to call them? These factors will lead to a loss of building rapport and potentially a sale.
It is important to be knowledgeable in regards to your products or services. Test yourself on all of the questions that could possibly come your way so you are fully prepared. Continue to learn regarding your offers and services you are providing. All of these factors will help you to be successful.
However, when you receive an objection, it’s common to start explaining all the reasons why the prospect or customer should choose them. We’ve been taught by the so called “professional’s” to respond that way. Well guess what? It doesn’t work. If you are patient and listen closely, an opportunity will present itself for you to begin to ask questions instead of explaining. Ask first, then tell.
Let’s face it, most people do not like being approached by a salesperson. Why? Because they have probably had a bad experience. A prospecting or customer might believe if they needed your products or services they would have contacted you. The reason for a sales call is to remind potential or past customers of what you have to offer and how you can potentially solve their problems, even problems they might not be aware of.
The best way to work with objections when making sales calls is to attend sales training sessions, learn from other people, and learn from your mistakes. You should also care for your customers and take their feelings and families into consideration. When you do these things, you’ll have more success.
The who, what, why, and how questions help you determine the true concerns they have about your product or service. On next week’s blog I will share a formula that will change your approach to objections. Have a great week!