It goes without saying that the number one roadblock in any sales scenario is the objection. Instead of accepting defeat when the objection is presented, embrace it! Change your perspective to see objections as a gateway to your customer’s hot button. This objection handling strategy will increase conversions for anyone…regardless of what you are selling.
Objection handling is an art form
There really is no exact science that can be applied to objection handling, however there are techniques work more often than not. If you have control of the sale, which you should, it becomes easier to overcome objections with practice. Practice makes profit.
Handling Objections isn’t hard to do
Some people shudder at the thought of being given an objection. You will get them for a variety of reasons. Some of the major ones are:
- You haven’t presented enough value
- They don’t trust you
- They don’t see a need for what you are selling
These three are easy to overcome if you follow an effective sales strategy. Build rapport, find out what they want/need (hot button), show value (features and benefits) and relate them back to their hot button. If you are genuinely connecting with your prospects you are well on your way to making more sales.
And now you’re probably thinking, “that’s great…but how do I handle their objections?”
Here it is…you throw them off their feet. Not literally. That will lead to charges.
The secret is simple. It will work even with the toughest objections. It may not result in a sale necessarily, but it will keep you in the conversation.
Write this down and never forget it:
Objection Handling 101:
AGREE WITH THEM
For example:
Potential customer: “I’ve heard nothing bad things about your product, it sucks!”
You: “I agree with you, we received some bad press and it gave the image that our product sucks…you’re not the first person to say so. However, what we have found is that the majority of our new customers who try the product are shocked at how much they love it and how wrong those reviews really were.
Take some time and think of a few objections you have come across and then try applying this to them. You’ll be surprised at how easy it is to move beyond the objection and keep moving towards the sale…with a little practice.
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To Your Massive Success!
Cheers,
Adam Lumley
Attraction Marketer & Online Success Coach
Phone – 226-268-2761
http://adamlumleyonline.com
http://themlmsuperstar.com
http://sixfiguresolution.com
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Thank you for reading my post “The Secret Sauce for Objection Handling” please leave your comments below.
I highly recommend this!
Dude, I get it. I’ve been in sales and marketing for nearly 12 years. I’ve had my fair share of objections. One of the best trainings I received was when I worked in a call-center at my university… Man! People get pissed when you call their home! Grew thick skin quick. Anyway, like you said, when the value is great enough, the objections cease. Until next time, brutha…
I actually did some call center work in the past as well Keala. You either grow thick skin and adapt fast or it’s game over. It’s a great environment to increase your skills quickly though! Thanks for popping by.