SalesMotivation.net

by Don Dennison

In the last two articles, we discussed the first seven points of handling objections. The first seven points were: 1. See the objection as a question. 2. Turn the objection into a reason for buying. 3. Smoke out all important objections. 4. Eliminate objections with questions. 5. Let the potential customer answer his or her own objections. 6. Agree with the potential customer about something. 7. Admitting to the objection.

How do you deal with objections? Are you a flexible sales person? Do you get nervous when the customer has objections for you? In this last article on objections, I continue to say that we need to be flexible in The Sales Cycle.

Let’s cover the last three points of handling potential customers’ objections, looking at Part III: Points 8 through 10, on handling customers’ objections.

8. Denying the objection:

If the customer’s objection is obviously untrue, you can smile and say, ” Of course, I don’t believe that about my product and service.” For reasons known only to them, some potential customers will test the salesperson with some pretty outlandish objections. Show the potential customer that you have all your cards on the table and expect him or her to do the same. Be a sales professional!

9. Re-state the objection in your own words before answering:

When you are re-stating the objection to the customer, it will serve three purposes. First, it lets the potential customer know that you are listening to him or her. Second, it helps avoid misunderstandings and reassures them that you are answering the right question. Third, it gives you a little time to think about how you are going to answer the potential customer.

10. To answer objections successfully, get into the right mental attitude & stay in it:

You are in the selling situation to persuade and guide the potential customer to buy something he or she needs, wants or desires, or something that will benefit their company. You are there to render a service. If the potential customer raises a list of objections, don’t be upset. This would only reinforce the potential customer’s fears that he or she has about their objections. Also, your body language, appearance, posture and manner of speech must express confidence and a high self-esteem. Again, I want to remind you to be a professional. The way your potential customer perceives your product or service is closely tied to how he or she perceives you. The truth is that they actually buy YOU, the salesperson!

In closing, remember that objections are the right of the potential customer. However, it also gives you the sales person, the opportunity to show your salesmanship in answering and dealing with his or her objections, as a professional.

In the next article, we will look at The Ten Laws of Closing The Sale.

About the Author

Presently, I am a Business Consultant for One Cup International Consulting Group. My background in sales, sales management, and operations provide strong organizational credentials.

I am available for sales and management seminars. Also, I would be glad to do seminars for any organization, to reach young people, in order to help them get out of the ghetto and poverty. I require a small honorarium, plus traveling expenses.