HOW TO HANDLE SALES OBJECTIONS CORRECTLY
"Treat Objections as request for further information'' Brian Tracy
A sales objection is an implicit or explicit signal given or demonstrated by a prospective customer as to why they may not complete a purchase.
There is nothing wrong with that. An expressed objection is not finality, it is a client saying “give me more information before I commit my money.”
“If you change the way you look at a thing, the thing you’re looking at will change” Hmmmm I have forgotten who said that, but it made me sound intelligent right! hahahahahah.
But for real though, stop looking at a sales objection as a fight, it’s not.
COMMON SALES OBJECTIONS
No matter what you sell, there are common sales objections that run through the river of every business. Here are some….
‘Your price is too high’
‘Let me think about it’
‘Let me discuss with my mum, hubby, boss, dog (hahaha) about it
SIMPLE HACKS ON HOW TO HANDLE THEM
Client: “Your Price is too high”
You: “ Sir or Ma, I understand that the price is an issue, but apart from the price is there any other thing that will prevent you from going ahead with this transaction?”
Client: “Hmmmm I may also need to run it by my husband.”
Notice I have just uncovered the TRUE objection, it’s not PRICE it is her HUBBY. Hmmmm stay with me let’s continue in this conversational Aikido
You: “That’s fantastic I mean for a purchase like this it’s important that your husband is in the know, but let me ask you “IF” your husband likes it will you go ahead with the purchase?”
Client: “ Sure”
You: “ Ma, can you send your husband pictures of the product or can we schedule a meeting for 10 am tomorrow with me you and your husband so I can explain the value of the product from my point of view to him”
Client: “That will be fantastic. So 10 AM tomorrow then”
Notice I didn’t say ‘No my price is not high” Because in sales when a customer makes a statement you should use A QUESTION to dig deeper so that you can uncover the true reason behind their statement.
I hope this helped please:
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