Don't Take No For An Answer: Overcoming Sales Objections

Handling a customer's objection is one of the key ingredients in making a successful selling strategy

. There can be a lot of reasons why a customer objects, but if you handled it correctly, all these objections can help you in the next steps of making a sales process.

Let us tackle the Do's and Don'ts in handling and overcoming objections:

Exercise Active Listening

Never rush a response to an objection. While he's talking, just listen to him, nod and show interest. In that way, you will hear his full concern and you will also have time to think on what you should say. Once he's done, pause for about five seconds and then say clearly what you have in mind. Don't rebut either, because you might jump in and answer the wrong concern.

Don't Argue, Get Defensive, and Insult your Client

Objections emerge when a salesperson failed to show the client how the products/services meet his needs and solve his problems. After hearing the whole concern, consider the objections as questions and answer it with confidence. That way, you would feel that you're body language and tone of voice doesn't transform. And also, keep in mind that objections normally come up and you should be prepared for it.

Ask open Ended Questions

One of the most important aspects in sales is asking them the right questions. By doing this, it gives you control over the dialogue and it also gives you hint on how to pitch your product. Asking him open ended questions would allow him to give further details about what he really has in mind.

Don't linger on an objection

Think before answering any objection. Don't go around the bush and answer the questions with confidence. Spending too much time on the same objection will make the customer think and magnify the grounds of their objection.

Do Empathize

It is very important to let customers feel that you recognize their concern and you feel what it is to be in their shoes. You can say "I know that your hesitations are caused by the automotive training prices. That's how others felt before they realized that they'll gain much on the trainings we provide." In this way, you have done the sales as well as making the customer feel that you are concerned about him.

Give Customers Solutions

One technique in controlling a dialogue is to give the objection back to the customer as a question. You can then give the advantages of your product/services and proposed solutions to the customer. Lay out your solutions to them and make sure you have them properly organized.

As a summary, any objection given by a customer should be taken in a positive way. It's because it is your best chance to further explain your business and also it maximizes your chances of getting your products and services sold. Make sure that you explain the subject very clearly for the customer to understand.

by: eenlobbig3

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