Objection Handling - The Mother of all Sales Techniques

Objection Handling - The Mother of all Sales Techniques

Objection handling is one of the most fundamental and indispensible sales techniques. This is the process of understanding and taking necessary actions to counteract the objections raised by the prospect while making a sale. Every sale includes one or more objections because it is the most basic type of sales technique. This is what makes it so much important to learn overcoming objections for all salespersons.

The Objections

There are many techniques that can counteract the objections. But before one knows how to handle objections efficiently, it is important to understand the basic types and categories of various kinds of objections, which are listed below as per the basics of it ------

Need: these are objections you can't do anything about. Examples are, I already have one of those', I don't have enough spaces for these' etc.

Features: these are the limitations of your product and you need to either give him another choice or convince your prospect despite of these. Examples include, I don't like this color.'

Time: these are objections in order to prevent you from even making an effort and are most likely met while selling door-to-door without appointment. These may also be a technique of making you go away when the prospect has no intention to buy your product. Examples: This is a bad time' or I need more time to think.'

Price: the most common type of objection which is the main one you have to fight. Examples are too common like, This costs too much.'

Sales Techniques for Overcoming Objections

Objection handling is a matter of acquiring more sales skills and sales tips. There are many different points one can tell you about this, instead the most important one, which is derive your own methods. Nonetheless, the most common techniques are listed below

Handle objections even before they occur: if you are an experienced salesman and have studied the prospect's all available data, you will know the probable objections beforehand. Determine what you will say if and when you hear them form you prospect.

ASK questions: asking is too much important while selling because it shows that you are listening, it shows that you are honest and it also shows you in a much better light overall as it makes you connected with your prospect.

Confirm: repeat their problems. This is the extended part of the previous technique and an efficient way to counteract sales objections.

Shoe-on-the-other-foot strategy: make sure you backfire all that he tells you. For example, if they object that they can't afford that price that month; simply ask whether or not he'll be able to pay a down-payment this month and pay the balance on the next month. If he is okay with it, go ahead.

There is one more thing to say before concluding this article. And that is sell benefits instead of features because the prospect only cares about his/her benefit. The more features you will say, the more he'll object to. If you tell him the benefits, there's nothing really he can object to, is there?

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