subject: How I Turned My Fear of Sales Objections, My Best Closing tactic [print this page] A successful sales presentation does not mean that it is devoid of sales objections. In fact, sales objections can actually help in enhancing the total picture of a sales presentation. It might seem a surprising fact but sales objections can be a very important part for even sales surveys to improve the status of the product or the service of sale.
Fearing sales objections can make a salesperson extremely vulnerable to failed sales presentations. In case the sales person tries to avoid sales objections it is going to generate a sense of suspicion in the hearts of the customers. This creates an initial mental barrier in the customer's mind towards the product.
To avoid any such situation, the sales person should first analyze and study the products that they are about to prepare a presentation for. This would give them a clear idea so as they can anticipate the points which can later on generate sales objection from the customer. Once they have these points in mind, they can better prepare themselves for the forthcoming sales objections.
During the sales presentation the sales person should try to address these points earlier on in their presentation. This would provide a positive impression of the sales person on the customer. The customer will be assured of the intentions of the sales person and indirectly of the company. This positive approach will broaden the horizons for the sales person to make a clearer and more successful sales pitch.
The next step obviously would be to define the points of the sales objection. Addressing these points is not enough; the sales person has to actually provide answers that satisfy the customers on this aspect. Only then can the sales presentation move forward. In fact the situation, the sales person should clearly outline the positive virtues of the product parallel with the negative aspects of the product.
The strategy should be to keep the impression in the ratio of two is to one where the positives will overshadow the negatives of the product. To do this, the sales person has to be vigilant in studying the customer even during the presentation. This study will provide them with clues to the customer's point of view and they can utilize these clues to further their sales presentation to its success.
The success of the sales presentation depends not just only on the overcoming of the sales objection but it also has a direct link with the overall technique of the presentation. The sales person should be active and confident. At no point should they show any signs of over excitement or over aggravation. When the sales person is about to close the deal, even then they should seem patient and calm to the customers. This will assure the customers more and they would likely come back to the company or the salesperson for the product in the future. A proper sales presentation is an indirect promotion for the company and also the salesperson in their career.
How I Turned My Fear of Sales Objections, My Best Closing tactic
