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Do You Wish You Had Closed More Sales This Month?

Almost everyone wishes they had closed more sales…what separates the super star salespersons from the mediocre is not taking “no” for a final answer.

What do you do when confronted with an objection in the form of “no”? Do you tuck tail and thank them for their time? Or do you take the initiative to find out what they actually need to be able to say “yes”?

It’s not the situation, but whether we react negative or respond positive to the situation that is important. – Zig Ziglar

An objection or a “no” is simply an opportunity for you to give more information to educate your prospects and customers on why they need your solution, product, or service. Rarely is it a complete rejection. Think of it instead as a challenge to prove that yours is the best option on the market.

Confused businessman scratching his head

The following tips will help you find the hidden opportunities to overcome some of the most common objections:

1. Ask questions

When someone says “no,” it could mean they’re not convinced of the value or they’re not ready at that moment to make a decision. By asking key questions, you can drill down and find the real objection to the sale. If it’s price, you can counter by showing how your product has more functionality for the same price or can generate larger revenues than competitors.

The key is to ask open-ended questions that get to the heart of their objection so that you can address their concerns.

TIP: Try to avoid asking any “why” questions, such as “why don’t you want to buy my product or service” because sometimes an answer to a “why” question may solidify in a prospect’s mind the very reasons they don’t want to buy.

2. Double-check your understanding…

Make sure you understand the objections that the prospect is raising by not assuming you know what they need. Always confirm your understanding by repeating in your own words what you see as their objection. “What I’m hearing you say is …” shows the prospect or customer that you’re truly listening to what they say and you’re taking their objections very seriously. It also makes certain there are no misunderstandings getting in the way of a “yes.”

3. SHUT UP!

Sometimes not talking is a great way to have the customer or prospect answer the objection for you. Some times they just want to get an issue off their chest that has nothing to do with you or your product, and by allowing them to be heard, you’re validating their feelings. A nice pause in the conversation also allows you time to think about how best to strategically address their issues. It shows the customer or prospect that you’re taking their concerns seriously and are thinking about them. If you jump in too fast or interrupt them while they’re verbalising their issues, you run the risk of alienating them, causing the prospect to dig his heels in deeper in resistance.

4. Prepare your responses in advance

You’ve no doubt heard some of the same objections from different customers and prospects over time. If you prepare your responses ahead of time, you can smoothly counter with detailed information to help them see the win-win in the situation. But don’t rely on canned responses because each prospect and customer is unique and should be handled with a focus on their specific concerns. Have a general idea of what types of objections you may hear, and be prepared to adapt your response to each individual situation.

5. Make sure your offer is UNIQUE and urgent

If prospects and customers use delay tactics such as “we don’t currently have the budget for that” or “we’re happy with what we have right now,” use this as an opportunity to set your product or service apart from the competition. Explain why what they’re currently doing could be enhanced in so many ways through your service or product, and make sure you offer is urgent. Give them a limited timeframe for the great deal you have to create urgency around what you’re selling, or explain to them how their revenues will be significantly impacted if they start immediately.

Closing more sales is about seeing the opportunities where they exist and ensuring that your prospect or customer is fully educated on why they need your product or service more than any other.

“Stop selling. Start helping.” – Zig Ziglar

When you help a customer or prospect see the value and the urgency behind your offer, you help them more quickly and easily solve their problems.

Our objection handling training solutions focus on your natural abilities and use those characteristics to construct your responses beforehand. Contact the experts at Natural Training to discuss how we can create a specialised sales training programme to help you rise to meet any objection.

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