subject: Stop Objection Handling and Start Making More Sales [print this page] Stop Objection Handling and Start Making More Sales
In most sales training courses they cover objection handling.It is practically sales 101 training for any industry.Whether you are going to sell insurance, real estate, copiers, or nearly anything else you will run into objections.As most trainers and coaches know this they spend exhaustive time on objection handling.
Most corporate training programs cover objection handling by ensure you know every feature of your offering.They will make you dig deep and know your competition inside and out.After all a good sales person knows their competition, right?
Tragically learning more features about what you offer is a waste of time.Understanding the differences in your competition won't make you the sale either!As soon as you start talking about the features of what you offer compared to your competition, you might as well pack up and leave the office because you have lost the sale.Talking about features, benefits, ROI is just white noise to your customers.They are no longer listening they are just figuring out more ways to reject you.
Instead of going into objection handling by memorizing statistics and benefits, consider stopping your customers dead in their tracks with questions.No fancy sales scripts that confuse them, just interest piquing questions that enable them to see why they should invest in what you are offering now.The better you ask questions the quicker you transform your prospects from IF they will use you to HOW they can use what you are offering.
Consider the following common objection: I will need to think about.
At this point most sales professionals launch into how great their product is how many features their service offers, and how it crushes the competition.Instead of launching into that, consider digging deeper with questions such as:
Interest Piquing Question: I can understand you need to think about it, what is one item that concerns you that I can help with?
Or
Interest Piquing Question: What will you be thinking about that will help you make the right decision whether or not you decide to go with my offering?
Questions put your prospects on the spot to be honest.They can't dodge you anymore when you ask questions.Don't start defending your offering with features and benefit charts, just dig deep with questions and watch your sales grow.
Discover more interest piquing questions that will eliminate your need to do objection handling in my free 5 day video powered course (yes you can even skip ahead).Dive in to the free course today at www.QuestionsThatSell.com
