Overcoming Sales Objections: Turning Problems into Oportunities
Everyone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives, people at every level of the business need to learn how to overcome sales objections. With the right training, it is possible to turn objections into opportunities. Investing in sales objection training will help improve sales and the company’s bottom line.
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Customers typically introduce sales objections for three main reasons. They may be skeptical of the product or service. It is also possible for customers and sales associates to have misunderstandings and miscommunication. Occasionally, however, customers may just be stalling. Part of overcoming objections is identifying the factors behind them.
People are naturally skeptical. It is important to gain the trust of prospects and communicate effectively in order to prevent skepticism from developing into an objection. There are several ways that conversations with prospects can breed skepticism.
· Lack of Rapport: It is important to develop a rapport. This requires listening and showing genuine interest in the prospect.
· Poor questions or answers: When speaking with prospects you need to ask questions that will uncover the needs of your prospects. You also need to answer the potential customers’ questions completely. Do not minimize their questions.
· Moving too fast: Never rush a presentation. People tend to feel you are less than truthful when they feel rushed.
· Overpromising: People do not trust promises that seem too good to be true. It is essential that prospects understand how an organization will meet its promises.
Every relationship experiences misunderstandings, and misunderstandings happen easily when you are meeting with prospects. Communication is essential if you want to prevent misunderstandings and engage the prospects. There are three steps that all sales people can take to help prevent miscommunications.
· Identify the need: Be sure to understand exactly what your prospects need and how you can help.
· Understand goals: Ask the prospects what their goals are and how you fit into their goals.
· Provide benefits: Do not give generalizations about your product or service. Explain exactly how your company will meet the needs and goals of the prospects.
Occasionally, prospects turn to objections in order to avoid making a decision. There are different reasons why people stall when they are with sales representatives. It is important to understand why people stall in order to determine how you should proceed.
· Not authorized to decide: If the prospect is not authorized to make the final decision, meet with the person who is.
· Other interviews: People want to compare companies. Try to make sure that you are the final interview.
· Not convinced: If a prospect is not convinced, ask what questions you can answer to help.
· No time: Set a definite time to meet with a busy client.
· No money: If a prospect cannot afford your product, try to fit in their budget.