7 Sales Tips

Tip #6: Overcome the objection

So, did you just skip ahead to this tip right away?  If so, you may have the belief that the objection makes or breaks the sale. Most people believe this to be true. What it really means is that the customer doesn't have enough information to make an informed decision at the moment. Don't let the objection beat you down. You don't have to give up so easily. From now on, whenever you get an objection, you should start to feel excited. They have just given you the main reason as to what's preventing them from buying today. Here's a scenario: Let's say the customer gives you an objection. A couple possibilities may be, "I need my spouse in order to make a decision today" or "I can't make a decision until my next payday".

You can start off by saying, "I know you have your reasons, but may I know what they are?" In order to overcome these objections, you will have to be creative. For example, if they need their spouse to make a decision and you are face to face, why not ask them if they can call their spouse right then and there? Or, better yet, Facetime? (If you asked some of the qualifying questions from the previous chapter, this won't be an obstacle.) The best possible outcome may be that you'll get the sale. If not, you still have the ability to set up an appointment and save the sale.

Make sure you follow up with them. It's never a bad idea to have prospects lined up for you. Just be nice and invite them back by saying something like, "Hello Mr. Johnson, we met on Thursday. I would love for you to come in and see the new line up of products we have to offer! Would you like to come in this weekend, or the next?" Maybe they're not the decision maker? Ask in the beginning to make sure he or she will have the power to make a decision. Example: "Will there be someone else that needs to be present today?" or "Will we be able to come to a decision today if you end up finding something you really like?" Finally, don't just quickly try to find an instant comeback for the objection by immediately shutting it down. Align with them first, and then redirect them. When you align with your customer, everything flows much easier and it doesn't seem like you're trying to battle them. For example, "Well Mr. Johnson, I respect that you have to get your spouse included in this decision." This will show that you care about what they have to say and respect their feelings. There are a couple of words to help you align with your customer. Never use "I understand, but..." because it means you really don't care about what they have to say in the customers mind. Instead, use some of these aligning agreements:

Aligning Agreements

Use these aligning agreements if they have an objection:

"I appreciate and",

"I respect and";

"I agree and",

For example, they say, "I'm not ready to buy today". Align with them and say, "I respect that and, just suppose, what if we could meet those conditions. Then, in your opinion, do you feel like you want to go ahead with this today?"  This is very powerful and you'll know if they're serious buyers or not. Sometimes it takes a couple of no's before they say yes. You must know where they're headed and be both efficient and persistent. You're here to sell, and they're here to buy, so don't give up so easily.

Summary

●       Find out exactly what the objection is.

●       Follow up with future prospects if need be.

●       Once you have the objection; align with them and use "I appreciate and...", "I respect and..." "I agree and"...

●       Be persistent and confidently ask "Just suppose, what if we could meet those conditions, then in your opinion do you feel like you want to go ahead with this today?