The word "objection" for salespeople can be a horrible word
. A skilled salesperson acknowledges that only a small amount of objections are actually legitimate and the rest of them are really ploys to subliminally hide the true objection. This is something that a salesperson deals with every day on the job.
Regardless of your selling style, you will still face objections but how you deal with them will determine if you close a sale or not. It will also determine whether or not you will be able to survive in your career as a sales professional. Below are some tips on how to deal with sales objections:
When hearing an objection, always thank your prospect for bringing up a good point. Thanking them for asking an objection question gives you a position of leverage by enabling you to assert your authority on the issue. It also gives you some time to develop a rebuttal to their objection.
Ask them if this is really what they want. By doing this, you can determine whether or not this is truly a purchasing decision.
Since objections fall into different categories, asking them what it is about your product that they object to is a good way to dig deeper. A true objection is rare and many times it is because they are stalling or are misinformed about your service or product. This can be dealt with by highlighting some feature of your product that addresses these sales objections.
After dealing with their initial objection try closing the sale again. Don't expect that after successfully dealing with one objection, they are ready to make a purchase. There may be more objections to come.
With experience handling sales objections, you can better prepare yourself for the next sales opportunity. You may even want to write down some of your past objections on a piece of paper and then provide answers to better handle them the next time around.