Why "Overcoming" Objections Can Lose the Sale
If you are in sales, it is important to get the customer on board with your product or service. You have to be able to identify their needs and wants before selling them. One technique that can help make potential customers more receptive is overcoming objections during a sales call. Use this post as a guide on how to do that while maintaining your professionalism and finding success!
The theory of overcoming objections is simple: Identify what the person you're talking with cares about, then show how buying your product or service will alleviate their worry. However, a lot of salespeople fail to overcome objections because they fail to take the time to learn about the client's needs. As a result, these "overcoming" salespeople end up catering their pitch to the objection rather than focusing on the customer themselves.
1. Get To Know Your Client
The best way to overcome objections is by knowing your customer. What do they do? Where do they go? What kinds of things concern them? There are many important questions you need to ask yourself in order to figure out how you can benefit your potential customers and what kind of objection overcoming approach will help you succeed. You can learn about your client's wants and needs by visiting them in person, befriending them at networking events, or simply asking the appropriate questions.
2. Understand the Objection
Once you've gotten to know the client and understand their objection, you need to figure out how to present an argument that solves their problem. This is when it's important to remember your own advice: Don't sell your product or service because you simply want to make a sale - sell it because it is what the client needs. You should always be focused on meeting their needs first and foremost, then yours will be met as well. If you can do that, then overcoming objections will be much easier!
3. Overcome the Objection
Once you've put the time and effort into learning about your client's needs, all that's left to do is ask them to buy your product or service. When you do that, it's important that you're not simply doing it because it will help your bank account and sell something - make sure you're doing it because it solves their specific problems. If what you're offering can solve a major problem for them, then overcoming objections should be easy! However, if you don't understand how to overcome their objection, then selling anything will be difficult. Take time to learn about your clients before attempting to close a sale.
If you are working on overcoming objections, the secret is to understand your clients. After that, it's just a matter of overcoming any concerns they may have about your products or services!
-Krissy Chesterfield, Author of The Saleswhore Newsletter - www.saleswhore.com
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Posted on: July 23rd 2014 Posted in: Business Building Articles Share This Article
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Conclusion
There are few things more important in life than to genuinely help others and to sell products or services that help people, not just make money for yourself. The above tips will help you overcome objections much more easily, but remember that at the end of the day it is about helping the client and doing what's best for them. It's easy to fall into the trap of thinking about all you can get out of a sale... but if your clients sense that this is why you're making a sale, they'll lose faith in your ability to help them.
If you focus on helping people and sell products that are truly helpful to them, then overcoming objections should come naturally! That's really what objection handling is all about.