Sales Objections - Your Greatest Closing Tool

No salesperson, no matter how successful they might have been in their careers can say

, with confidence that they have not met with sales objections throughout the course of their careers. It is but natural, to be up against sales objections and the nature of objection handling practiced by a salesperson such as a telemarketer, determines the skill of the person in question.

Overcoming sales objections is something that everyone must, at some point of time learn to do and theres no time like the present to start! Picture this, you are working at your station and you suddenly see one of your biggest clients heading over to you. Now, most newbies would totally get nervous, and thats a deadly mistake. Nervousness shows and sales objections multiply with the inefficiency of the sales executive in question.

Now, on the other hand, if you present a totally calm front and seem totally confident about the product you are marketing or trying to sell, you are more likely to hold your customers attention. So how do you start things off? In other words, what is the best way to present your product before your client?

How to Start

Dont be boring or cheesy. Dont use age old lines like What would you do, if I could? Trust me, no one is interested anymore. You need to get into the minds of your customers. You have to start off by using an interesting approach which is sure to spark their interest and curiosity. You can start off by asking a question. That will catch them unaware and buy you time if youre a telemarketer.

If you are in the face to face sales business, start off by asking your customer something about their appearance if you are trying to sell for example, cosmetics. Flatter them a little; this will result in you at least making a good impression. Moreover, dont start singing praises of your product at the first opportunity you get. Thats a big mistake. You need to adopt the what is in it for me? Approach.

Tips and Tricks

Confused? Im talking about telling your customer exactly how they will benefit by purchasing your product. No one is interested in how good the product is or how much of trouble your company has taken to come up with a product like that. Every one wants to know how theyll benefit from it. Period.

Now, your customer might cross you at different points. Never, ever argue with them. Customer equals god in sales! They are always right! If you have to deal with a particularly rude prospect, then mind your manners. If they insult your service, then instead of trying to refute them, ask them about the reason they feel that way. Also, never lose your cool, getting angry could not only result in you losing that particular sale, but many more because of the word of mouth effect. Be courteous at all times!

And heres the gem never spend too much time dealing with an objection. Try and make it as short and as sweet as possible because this way, you will prevent the customer from magnifying the importance of the problem. Good luck overcoming those sales objections!

by: Brian Conway

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