How You Can Avoid or Overcome Objections Every Time

Written by Drew Cameron    Comment & Respond    Print Article

The following are few steps to help you avoid getting caught facing an objection from your prospect:

1. Know in advance the common objections that customers are likely to have.
2. Identify objections up-front - this is essential during the qualifying stages of the sale.
3. Isolate objections - find out if that is the only objection the prospect has.
4. 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?
5. Solve the prospects problem - eliminate whatever concerns the prospect might have.
6. Test to see if the prospect's objection is gone - test to make sure the prospect is no longer concerned with the issue.
7. Learn the reasons behind these objections.  They are usually requests for more information.
8. Listen to each client individually.
9. 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.
10. 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.
11. Once you understand what the customer is really asking you are better equipped to deal with them.
12. Tailor your responses to each client individually and in their context.
13. Use the customer’s pain buttons and words to address their concerns and restate things that they shared with you during the process.
14. Be genuine and sincere in your efforts and make the customer feel comfortable at all times.
15. Struggle and always take the blame for any miscommunication or misunderstanding.  Apologize, and explain how you would like an opportunity to make things right.
16. Bond, build rapport, and establish a mutually beneficial relationship with the customer.
17. Instill confidence and conviction at each junction.
18. Let customers see you as a valuable resource for solving the problems represented by their objections.  Become a partner, collaborator, and confidant.
19. 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?"

Published: June 10, 2008 7:00 AM by Drew Cameron