subject: How to Handle Sales Objections [print this page] Whatever product or service you are trying to sell there will be moments when your prospective customer gives you objections which are reasons for not purchasing. A good sales professional has to be able to turn these sales objections into opportunities.
A great way to deal with objections is through prevention. For instance, if you already know that your product or service is priced higher than the competition, you should bring this up to your prospect early on since there is no way to really avoid it. Explain to them why you are priced this way, list benefits and advantages and demonstrate what your competitor can't do that you can.
If sales objections arise that you weren't prepared for, you should dig into the heart of it. This means asking your prospects questions. For instance, if the objection is in response to price, then find out what the prospect really means. Is it over their budget? Higher than expected? More expensive than the competition?
Once you understand the core of their objection, agree with them. Disagreeing may actually cause you to lose the sale. Agreeing allows you to acknowledge their concern and avoid conflict. An objection is not necessarily a barrier to a sale. Some may be excuses not to purchase.
Experience in selling your particular product or service gives you the ability to answer almost any objection since you have most likely dealt with them before. You can always show your prospect how the advantages outweigh any disadvantages or how the objection is not really a concern for the prospects particular circumstance.
Selling is about providing your customer a solution to their problem and identifying a need and then filling it through your product or service. This means listening to your customer and trying to put yourself in their shoes. Experience selling the same product or service allows you learn which sales objections you need to address first and how to ask effective questions that will lead to a sale.
