How to Overcome Objections in Sales ? Objection Handling
 

 

TRANSCRIPT “How to get over Objections in Sales:

Objection Handling Part I”So, objection handling ... Too many people anxiety over the way to handle objections in sales.

Overcoming Objections in Sales


Overcoming Objections in Sales
Thus, i want to just provide you with probably the most common objections to begin with then we’ll look at how to deal with them.



Here goes ... the most frequent objections:



•    I have to consider it.

•    I don’t have any money.

•    I need to discuss it with someone.

•    Can you send me good info?

•    I don’t have the time.

•    I’m already working together with someone.

•    We already tried it plus it didn’t work.

•    I’m uninterested.



They're most of the common objections that come up. There’s usually 7 - 12 for every niche/business.



Now, let’s speak about how you overcome these objections in sales.



You can find three ways of handling an objection.

1.    You can handle it after referring up;

2.    You are designed for it before referring up; or

3.    You can ignore it. (I don’t recommend this whatsoever)



Today, we’re likely to look at the first one in places you handle the objection as it pops up.



Just one way of overcoming objections in sales is to apply the metaphor of a “hot potato”.



When you’re selling one-on-one, you may well ask for that order and then you remain silent.



They're ways of asking for dedication.



As an example, in ways:



“How do you experience feeling about moving forward?” or

“Are you prepared to get going today?”

“All that’s left is perfect for you to give you the charge card therefore we can get started”

“Which charge card do you wish to use?”



After you’ve asked for the commitment, you remain silent. So when you’re silent it’s effectively giving your prospect the hot potato.



Ask “How sometimes you may feel about continue?” then remain silent - you’ve just given them the new potato. They are saying either “Yes”, “No” or they provide an objection, that is handing that hot potato right back for you.



When you’re silent after asking a matter, it’s just like you gave the prospect the new potato.



Should you ask, “So, how can you experience continuing to move forward?” and they say, “Well, I need to take into consideration it” then they’ve just provided the hot potato back.



So now that you will find the hot potato, is there a problem to do with it?



You need to send it back for them and thus there’s this natural banter that goes back and forth, forward and backward, forward and backward between you and the prospect.



This is what happens in real life. Objection handling is all about influence and knowing how to handle the situation with full confidence. I don’t believe in using arm twisting or high pressure tactics.



I really believe within the elegance and subtlety of influence. It’s a lot more sophisticated and civilised! And powerful.



My 4 year old daughter and I are in the process of negotiating a cat. I don’t want one - never. But, for every objection I make, so throws that hot potato back at me. I’m so impressed with her efforts that I’m considering the cat! When she’s 15.



Lunch time is usually similar. I’ll give her the potato by asking “What do you need for lunch?” then she’ll reply “Donuts, chocolate and pancakes” and hands that hot potato right back at me.



Of course, I believe that “No”. Therefore i give that hot potato to her.



She then says “But I love donuts and pancakes with chocolate. They create me smart“ (we actually had this conversation today!). Now, she’s lobbed the potato back to me and I say, “Arabel, donuts, chocolate and pancakes are treats and only permanently little girls”.



So, I’ve given her the new potato back. She then comes back with all the reasons why she’s good and why donuts, chocolate and pancakes are good for lunch. And it continues! As well as on.



There’s an all natural banter though that goes forward and backward, backwards and forwards. Overcoming objections in sales can be a matter of participating in that very same banter.



It’s precisely the sort of conversation you need to have with your prospects. It’s expected.



Seriously, you wouldn’t expect a real estate agent to accept a offer on the house, can you? And you also wouldn’t expect the listed sale price to be the “best price” either.



You have to be ready to hold the conversation because it’s planning to show up inside your close rate ... your bottom line.



You should be familiar with the most typical objections and come to any or all meetings prepared to take part in conversation; preferably with scripted responses that you’ve practiced til your answers are automatic and natural.



Be ready.



Amazing taking a look at objection handling is to contemplate it a type of negotiation.



If you visit car dealership to get a vehicle and also you arrive at the end with the sales hype, the sales guy asks, “Would you like to buy the car?” and invariably you respond, “Well, how much could it be?”



He answers “$30,000”



Are you currently then going to say, “Great. I’ll take it”?



No, you’ll keep coming back using a counter offer. Usually significantly lower.



If you said “Well, I don’t enjoy it very much. How $20, 000” have you been expecting him to say, “Great. I’ll allow the manager know and I’ll write it now”?



No! He’ll visit the manager then come back and say, “Well, we’re already using the loss at $30,000, but we’re willing to discount another $1,000 if you’ll perform the deal right now.’



The truth is, that’s what goes on in negotiations. There’s a banter which goes on back and forth. It’s the same when you’re selling marketing.



An objection is surely an invitation to barter.



This means, “I’m interested, speak with me more”.



If a prospect offers you an objection and also you don’t respond then that communicates a note for your prospect. Perhaps you don’t care?



Anything you say communicates a message, but everything you don’t say is even more powerful. It’s like what you do along with what you don’t do; the latter is more telling. So always address a prospect’s objection. Never ignore it.



We’re always communicating whether you’re using a spoken word or not. Silence can be a type of communication.