How You Can Avoid or Overcome Objections Every Time
The following are few steps to help you avoid getting caught facing an objection from your prospect:
- Know in advance the common objections that customers are likely to have.
- Identify objections up-front - this is essential during the qualifying stages of the sale.
- Isolate objections - find out if that is the only objection the prospect has.
- Determine the conditions under which the prospect will buy - if you can alleviate the prospect's objection, ill they then be in a position to buy?
- Solve the prospects problem - eliminate whatever concerns the prospect might have.
- Test to see if the prospect's objection is gone - test to make sure the prospect is no longer concerned with the issue.
- Learn the reasons behind these objections. They are usually requests for more information.
- Listen to each client individually.
- Discover the true nature of the question, concern, issue or objection. Sift through the intellectual and logical responses, and elicit and search for emotional responses.
- You will need to reverse the question with one or two cleverly worded response questions, and utilize nurturing and softening statements and set-up questions to disguise your questions.
- Once you understand what the customer is really asking you are better equipped to deal with them.
- Tailor your responses to each client individually and in their context.
- Use the customer’s pain buttons and words to address their concerns and restate things that they shared with you during the process.
- Be genuine and sincere in your efforts and make the customer feel comfortable at all times.
- Struggle and always take the blame for any miscommunication or misunderstanding. Apologize, and explain how you would like an opportunity to make things right.
- Bond, build rapport, and establish a mutually beneficial relationship with the customer.
- Instill confidence and conviction at each junction.
- Let customers see you as a valuable resource for solving the problems represented by their objections. Become a partner, collaborator, and confidant.
- Close The Sale - For Example: Your prospect says, " Your price is too high." You say...
- “Why do you say that?”…
- “Is there anything else that causes you concern?…O.K. What else is it?”…
- “If we can solve that particular problem, is there any reason why we could not go ahead today?”…
- “If we did this and that, would you be more comfortable in making this type of investment?”…
- “Ok, great... shall I start the paperwork?"
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