Are There Easy Ways To Make Money When Overcoming Objections Can Lose the Sale?
Posted by on February 8, 2010 under Entrepreneurship | 
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The problem is, overcoming objections is where you often lose the prospective client because reacting to objections almost inevitably lets prospects stereotype you as salesperson. it for a moment. Are there easy ways to make money when overcoming objections can lose the sale? When prospects raise an objection and you cleverly discount it, what often materializes?
They come up with even more objections. When you ignore those, they may suddenly remember that they have another appointment, or that they have to make an significant phone call. Worse still, they may concur to your offer…and then a day or two afterwards you get a message that they’re not going to go forward after all. That’s in all likelihood the most discouraging outcome of all, because you thought you “had” that sale, and they’ve reneged on you.
What Just Occurred?
It’s all about sales pressure. When you’re so concentrated on making the sale that you counter a prospect’s objections, you’re squeezing them. It’s that simple. I would like to share with you a different view on how to view objections.
Objections aren’t roadblocks, red flags, or stop signs. They’re a chance to determine more about your prospect’s truth so you and they can determine whether the solution you’re offering can solve their problem or issue. In fact, we should probably stop using the term “objections” altogether and start talking about “concerns,” because that’s what objections turn out to be. For you to be able to look at objections this way, you have to let go of the traditional goal of selling, which is to get the sale.
When we assume the mindset that objections are a another way to learn about a prospect’s truth, we stop panicking and falling into the trap of squeezing them that chases them away. When we respond to objections in a way that invites them to share more about their situation with us, we sustain and heighten the relationship of mutual trust and receptiveness we’ve shared so far.
When we don’t fall into the traditional “I’ve got to rescue this sale” reaction, we free ourselves to continue the process of finding whether we can help solve a problem. Here’s another reward of reframing how you view objections — they give you another chance to learn whether your prospect is a match for what you have to provide.
When you quit trying to overcome objections and just take heed, you may hear that there really is a problem around whether your product or service is a fit for them. In that instance, you and they can talk further, or you may determine it would be best to wish them well and go on. This means that you can make more acceptable use of your time. “This all sounds great,” you’re likely thinking. “But how do I actually do it?”
Standard Objections
Here are some particulars about how you can respond to three common “objections” in ways that nullify introducing sales pressure and open the conversation to more exploration of your prospect’s truth. “Your terms is too high.” Traditional sales approaches tell you to defend your pricing or to deny that it’s too high. Consider this reply instead:
“You are right, it can be sensed as high, particularly if you haven’t had a chance to experience the solution yet. The last thing I want to do is have you feel any insistence from me, that I’m trying to persuade you otherwise. Maybe it might help if we took a look at the core issues this should resolve for you and then distinguish what the return will be. That might supply you with a broader view on the pricing, would you be open to that?”
By requesting the other person to tell you more, instead of provoking or denying how they view things, you’re validating their point of view and reopening the conversation around the idea of why they feel the price is high. By not trying to counter the objection, you allow the talks to move back to a give-and-take that centers around the idea whether or not you are a good match for each other.
“Why should I go with you?” is another standard response you often hear from clients. Traditional sales tell us to champion our company and our solution and to try to persuade prospects as to why we’re better. Alternatively, consider saying something along these lines:
“I’m not quite positive you should yet, not until you’re altogether comfortable with the reasons why this resolution might be best for you. The last thing I want to do is put pressure on you by attempting to convince you to do something you may or may not want to do. Would it make sense for us to take a look at the actual issues you want to figure out and then see if we are a fit?”
Please remember, you’re not making sales pressure by defending your solution. You’re simply conveying that you’re focused solely on helping them to work out their problem.
“We don’t have the budget for that.” Once again, traditional sales approaches focus on overcoming this kind of objection by showing prospects why they should prefer your solution. Think about articulating this instead:
“That’s not a problem. Quite a few of our clients in the beginning had not apportioned a budget for this, mostly because they hadn’t become mindful of all their alternatives. Would you be open to a different perspective on how this could affect your business and render you with a solid return?”
When prospects show a concern and you respond in a very calm, relaxed voice, “That’s not a problem,” you’re validating whatever they said as having truth. “That’s not a problem” instantly defuses any stress and allows you both to extend your dialogue.
You’re not leaping frantically into defending your product or service — you’re merely advising that it might make sense to continue your conversation to see if there really is a justification for solving a problem they may or may not have.
One Last Advantage…
Here’s one more gain you’re likely to experience if you start thinking about concerns rather than objections: less stress. There are easy ways to make money if you consider a contrasting mindset that looks at objections as concerns that can turn into gateways instead of perceived roadblocks.
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