Overcome These 5 Common Sales Objections
Often the biggest obstacle for a salesperson is the objections that a potential client gives you. We’re going to discuss some of the most common objections and how you can deal with them effectively. To be a successful salesperson you have to be able to handle objections. Without knowing how to handle some of the more common objections you’re doomed to fail.
1. The first type of objection that you will get is the unspoken objection. The customer has interest in your product but doesn’t say it. The solution to unspoken objection is to let that prospect talk more. Ask open ended questions like what? Where? When? Listen attentively to the responses and nod. This works because the more the prospect talks and answers questions the more likely they are to reveal the reason they do not want to buy your product or service.
2. Another type of opposition you will get is excuses. This is a common reflex action people use when first approached by sales people. When confronted with an excuse the best sales people just smile and nod in agreement. Then the salesperson will ask a question to take control of the conversation. The best way to tackle any excuse is with a statement similar to this, “that’s all right. Most people said the exact same thing the first time I talked with them and now they are some of our best clients. We have even gotten a lot of referrals from those clients. This immediately gets them thinking and they may possibly change their mind. Practice this when common excuses come up and you will see that objections start to fall away as you become more comfortable with countering excuses and objections.
3. The next type of objection is called a malicious objection. When you follow up with a lot of people, you will sometimes interact with people who are having a bad day or just not happy in general. You just happened along at the wrong time and as a result you become their figurative punching bag. People like this tend to act in a very negative manner. In this situation you should realize that you are not the reason for their anger. You should act cool, poised and courteous throughout. You have to be careful in these situations. It is OK if you continue the conversation if you think it will not anger them more. Ask a few questions and gauge their responses. The best sales people can turn a bad situation in to a win/win for everyone.
4. Another type of objection is a request for information. This type of objection is actually favorable for most sales people because it means the prospect is interested. When a prospect asks for information, you are moving into the optimal situation to make a sale.
5. Another type of objection is the show off objection. Sometimes the clients try to show that they have a lot of information regarding your product. They make sophisticated observations and ask you complex questions. Make a point to compliment the prospect on their level of expertise about the product or service. Let them know you are impressed. In this scenario flattery does get you somewhere. Listening and paying attention to the client will make him feel important and this is more likely to lead to a sale.
I hope this helps you handle some of the more common types of objections and improve your close ratio. These tips have helped me tremendously over my years as a salesman. I felt it only right to pass them on to you.