Go Beyond Objections In Six Steps

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Go Beyond Objections In Six Steps

Most salespeople think of objections as a bad thing… but they’re missing That If your prospect raises an objection, that’s actually a good sign that he wants to buy. The fact that they’re talking out their concern means that they’re giving you a chance to answer it.




If someone is completely uninterested in buying your product, they won’t bother to object — generally they’ll just sit through your presentation in silence (with arms folded) and then send you away.
Here’s a simple process to help resolve your prospect’s objections.

1- Listen to the Objection.

Don’t jump all over the prospect as soon as he says “But what about-.” Give him a chance to explain exactly what’s bothering him. Don’t just turn him out, either — listen. You can pick up some really valuable clues from the way a prospect phrases his objection.

2- Say it Back to the Prospect.

When you’re absolutely sure the prospect is done talking, summarizing what he’s said. Something like this is shows that you were listening and gives him a chance to clarify. “

3- Explore the Reasoning.

Sometimes the first objections aren’t the prospect’s real concern. For example, many prospect don’t want to admit that they don’t have enough money to buy your product, so they’ll raise a host of other objections instead. Before you launch into answering an objection, ask a few exploratory questions to know the real reasons and Draw the prospect out a bit.

4- Answer the Objection.

Once you understand the objection completely, you can answer it. When a customer raises an objection, they’re actually expressing fear. Your task at this point is to relieve their fears. If you have specific examples, such as a story from an existing customer or a few statistics, by all means present them — hard facts make your response stronger.

5- Check Back with the Prospect.

Take a moment to confirm that you’ve answered the prospect’s objection fully by asking “Have I answered your concern?”

6- Redirect the Conversation.

Bring the prospect back to sale. If you’re in the middle of your presentation when the prospect raises his objection, then once you’ve answered it quickly summarize what you’d been talking about before you move on. If you’ve finished your pitch, check if the prospect has any other objections, and then start closing the sale.

After all The most dangerous objection is the one you never hear before or never know about it . So it not bad if say “ I will check and revert to you shortly “ then if you can solve it so go on as details but if you found out that you cannot solve so you need to decrease it is importance and magnitude it by increase other feature or characteristic value and importance in comparing between both .



If you liked this article, Share it … Hope to have your comments and Wish you Good Luck .


“ Glade to contact with you : mohammedezz@hotmail.com | https://www.linkedin.com/in/mohammedezzevolution/

Mohammed Ezz

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