Objection Handling

Subtitle

How to Overcome Objections in Sales ? Objection Handling

TRANSCRIPT “How to Overcome Objections in Sales:

Objection Handling Part I”So, objection handling ... Many folks anxiety over the way to handle objections in sales.

Overcoming Objections in Sales


Thus, let me just give you some of the most common objections to start with then we’ll take a look at how to cope with them.



Here goes ... the most typical objections:

Overcoming Objections in Sales


•    I must think it over.

•    I don’t possess money.

•    I have to talk it over with someone.

•    Can you send me some information?

•    I don’t hold the time.

•    I’m already dealing with someone.

•    We already completed it also it didn’t work.

•    I’m not interested.



These are most of the common objections which come up. There’s usually 7 - 12 for every niche/business.



Now, let’s discuss how you overcome these objections in sales.



You can find 3 ways of handling an objection.

1.    You are equipped for it after it comes down up;

2.    You are designed for it before referring up; or

3.    You can ignore it. (I don’t recommend this at all)



Today, we’re likely to consider the first one in places you handle the objection because it comes up.



Just one way of overcoming objections in sales is by using the metaphor of the “hot potato”.



When you’re selling one-on-one, you may well ask for the order and you remain silent.



They're ways of seeking a consignment.



For instance, in ways:



“How do you experience feeling about moving forward?” or

“Are you prepared to begin today?”

“All that’s left is made for you to give you the credit card therefore we can get started”

“Which charge card would you like to use?”



After you’ve called for the commitment, you remain silent. And when you’re silent it’s effectively giving your prospect the new potato.



Ask “How do you experience feeling about continue?” then remain silent - you’ve just given them the potato. They say either “Yes”, “No” or they provide an objection, which is handing that hot potato right back to you.



When you’re silent after asking a matter, it’s just like you gave the prospect the hot potato.



Should you ask, “So, how do you feel about continue?” and so they say, “Well, I must consider it” then they’ve just provided the hot potato back.



Significantly improved you will find the hot potato, is there a problem to do with it?



You need to send it back in their mind therefore there’s this natural banter which goes back and forth, backwards and forwards, back and forth between you and the prospect.



This is just what occur in real life. Objection handling is about influence and understanding how to control the situation with confidence. I don’t have confidence in using arm twisting or high pressure tactics.



I believe inside the elegance and subtlety of influence. It’s so much more sophisticated and civilised! And powerful.



My 4 year old daughter and that i are presently while negotiating a cat. I don’t want one - by no means. But, for each objection I make, so throws that hot potato right back at me. I’m so impressed together with her efforts that I’m considering the cat! When she’s 15.



Lunch break is often similar. I’ll leave her with the new potato by asking “What do you need for lunch?” then she’ll reply “Donuts, chocolate and pancakes” and hands that hot potato back at me.



Of course, I believe that “No”. Therefore i give that hot potato returning to her.



She then says “But I prefer donuts and pancakes with chocolate. They've created me smart“ (we actually had this conversation today!). Now, she’s lobbed the hot potato back if you ask me and i also say, “Arabel, donuts, chocolate and pancakes are treats and just permanently little girls”.



So, I’ve given her the hot potato back. She then returns with all the current explanations why she’s good and why donuts, chocolate and pancakes are good for lunch. Plus it continues on! And also on.



There’s an all natural banter though which goes backwards and forwards, backwards and forwards. Overcoming objections in sales is really a matter of participating in that same banter.



It’s precisely the type of conversation you would like to have together with your prospects. It’s expected.



Seriously, you wouldn’t expect a real estate agent to simply accept your first offer on a house, would you? And you also wouldn’t expect the listed sale price being the “best price” either.



You must be ready to have the conversation because it’s going to show up inside your close rate ... your important thing.



You need to be familiar with the most typical objections and are available to any or all meetings ready to take part in conversation; preferably with scripted responses that you’ve practiced til your answers are automatic and natural.



Be prepared.



Amazing looking at objection handling is to consider it a kind of negotiation.



If you go to dealership to buy a vehicle and you reach the end of the sales page, the sales guy asks, “Would you love to buy the car?” and invariably you respond, “Well, just how much could it be?”



He answers “$30,000”



Are you currently then going to say, “Great. I’ll take it”?



No, you’ll come back using a counter offer. Usually significantly lower.



Should you said “Well, I don’t enjoy it that much. How $20, 000” are you expecting him to say, “Great. I’ll allow manager know and I’ll write it up now”?



No! He’ll visit the manager then come back and say, “Well, we’re already utilizing the loss at $30,000, but we’re willing to discount another $1,000 if you’ll carry out the deal today.’



The truth is, that’s what are the results in negotiations. There’s a banter which goes on back and forth. It’s no different when you’re selling your merchandise.



An objection is definitely an invitation to negotiate.



It means, “I’m interested, speak to me more”.



If your prospect gives you an objection and you also don’t respond then that communicates a message in your prospect. Perhaps you don’t care?



Whatever you say communicates a note, but what you don’t think are even more powerful. It’s like everything you do and what you don’t do; often the latter is much more telling. So always address a prospect’s objection. Never neglected.



We’re always communicating whether you’re employing a spoken word or otherwise not. Silence is a kind of communication.