Your sales presentation is going swimmingly. The prospect is nodding as you share the benefits. You ease into the close, and ask for the order. Then it comes. The dreaded objection! Sales can seem easy for most people, until the prospect offers an objection. What can you do when the person in front of you gives a reason for not moving forward today? I am going to offer 3 suggestions for handling common concerns that customers have when considering paying for your product or service.
- Tell a story. Stories are powerful ways to answer customer concerns about moving forward. They paint a picture in the mind of your prospect which helps your buyer begin to enjoy the benefits of your product or service. To be most effective, start the story with, “You know, Mr. Prospect, I worked with a client who had the exact same concern. I shared with him the benefit of moving forward today, and now he is enjoying benefit, benefit, benefit(you fill in the blank). How do you feel about moving forward with the purchase?
- Ask a question. The person who asks a question directs the conversation. When a prospect says, “It’s too expensive,” then respond with, “Yes, Mr. Customer, I can understand that. Do you mind if I ask you a question? (The customer will usually say “Yes”. Why? Because people respond in predictable ways.) How much is too much?
- Find the hidden objection. Usually, the first objection is not the real objection. Often there is something else stopping a prospect from moving forward with the transaction. You can acknowledge the objection then ask a probing question. It can go something like this, “Yes, Ms. Prospect, I can certainly relate to that. Besides (name the concern), is there anything else holding you back from moving forward today?” This opens the door to deeper dialog, and helps you discover the true reason they won’t move forward so you can address the real concern.
Confidence is the key to handling customer objections. Practice these tips at least 10 times with a coworker or family member, then use them when you are with a live prospect. The practice will give you confidence, and you will be amazed at the results you get. These are just a few of the tips you can find in the Unstoppable Selling System program. If you want more information about this program, you can go to http://bit.ly/silvereli Let me know how these tips work for you!