In sales, objections are great! Yes that's right,
objections are at the heart of an adrenaline surge for any
professional sales person. You see when someone raises an
objection to you, what it really means is that potential
customer is possibly interested in what you have to off but
you haven't addressed all their questions yet!
If this happens welcome it with open arms! It is a signal
that you need to go back and find out exactly what they
want, get their questions answered and get the order
signed. They are already listening to you.
If you need to clarify what has been covered so far ask
them,'You told me that. (state what they have told you so
far).. Is that right?' If you get a no find out the correct
answer, if yes, move on as it was not an objection but a
smoke screen to delay placing the order.
Remember price is never the issue, cost or their budget may
be, but showing value is vital to getting a sale. If you
can show your prospect how your product or service will add
value, solve a problem or make their life better in ways
they expressed as potential issues for them to you, you can
get the order.
Another area key to closing the sale is that you have built
the right rapport, simply put, if someone doesn't know,
like and trust you, you will never get the order from them
no matter how much value you show them!
A key area when fact finding is to establish your clients
budget and show them the value of your product and services
with the benefits and uniqueness to them. No point wasting
your time or theirs if they have a budget of say $100 and
your product is $1000. If that is the case move on and find
a new customer.
Possible phrases that crop up as objections. I want to
think it over, I want to check with more suppliers ,Your
price is too high, I have to speak with my partner, I'm
happy with my current supplier ,We've spent our annual
budget, Get back to me in 6 months
Remember most of these phrases are delay tactics, they give
the buyer more thinking time, or they are just excuses in
the main! They usually arise when either you haven't
qualified the prospect sufficiently, you haven't
established enough rapport so they like and trust what you
are telling them is credible. Maybe you haven't established
a need from them yet or worse still your presentation is
weak and needs attention, your belief in what you're
promoting may not be convincing enough.
For future reference, identify all possible objections
write them down and have an answer ready to address them.
Ask yourself, what might people say to get out of
committing to your offering?
A final point- there is power in the word No - No is good,
no sometimes means no not now, every no is closer to the
next yes, don't take no's personally this is business, It
usually takes around 7 no's before sale is made. Each no
moves you closer to the sale.
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conversion rate? Jacqui Tillyard offers a range of coaching
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jacqui@jacquitillyard.co.uk
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