When you start doing your Sales Training, you will quickly discover that objections are some of the most difficult hurdles to overcome. If you spend any time training yourself to be a salesman, then you will start to encounter sales objections. Some of them will be very small, but others will be a huge barrier for your progress. So how do you deal with them? This is an excellent question and in today's article, I will show you two great ways of dealing with objections and getting past them.
First, here is a simple strategy I use when dealing with objections: When you initially hear an objection, first thing you do is look for the reasons for the objection is being raised. Most objections are only valid if you can explain why the objection is being raised. This is a Top 20% most favorite technique that really works, because you're not responding or dealing with objections, instead, you prequalify and isolate first, then, when you identify if it is really a real objection or just a smokescreen, you deal with it from the most effective way possible. The best way to prequalify an objection is by asking the objection a few questions. Here are two examples:
What's the objection based on? (The real questions here are: why is this objection being raised and what are its underlying reasons?) or
Why did my prospect raise this objection? (Here you are asked the questions: Did my prospect bring up this objection at the last meeting or was this objection something you discussed last week during breakfast? Is this really an objection?) or, "Why did your prospect take issue with this objection when you previously took objection to this objection?" The important thing here is that you're looking deeper into the objection's rationale.
Here's a question to ask: "What are its underlying rationales?" here we go again into the question, "What do I want to do here?" After this you can go back and deal with the real objection. This is an excellent method that many salespeople use and it will increase your closing rate substantially. I know it sounds overly simple, but it is effective.
The best way to use the "deal making with objection" technique is to get the objection checked out in writing before you sign any purchase order or authorization form. Once the objection is checked out, you can then move onto other objection based sales objections like: What is the problem here? or "This feature doesn't meet my needs."
Or, "Is this objection correct?" or "It's really confusing, can I work this out?" Again, with this kind of objection, once the objector has raised it, you can simply turn the table on them and say, "Actually, this objection isn't valid. You see, it's not a valid objection, unless you can provide me with a specific example or good reason as to why this feature won't work for our customers."
It gets better. After you've corrected all the objections raised, we then ask them to provide a specific example of how their objection is wrong. Once they have, we ask them to explain how they arrived at their conclusion. Then, we turn the table around and ask them why their objection is wrong - and we show them how their argument applies if they apply it to the features in question.
This is very powerful. In fact, it completely turns the table on your sales objections. Now, your objector will be forced to look at their objection in a different light - one in which they actually do have an argument that could hold water with the features in question. And, the fact that we are now looking past their objections makes it much easier to close the sale. It's just common sense.
Now, there are times when this doesn't work. For instance, if you have a very emotional customer, who is obviously blowing up over something, then simply pointing out that their objection is based on emotion will not work. That said, however, there are many situations where this will work and there are also situations where it will not. As such, regardless of whether your business is founded on emotion or logic or both, you will want to keep an eye out for when your objection may arise, and you'll want to deal with it as early as possible in order to prevent it from denying you any sales at all.
So, what do you do when your objection becomes more than you can handle? In most cases, you will simply turn it around and make it into a positive event. Yes, this means telling your objection exactly why it is not a good idea and why it should be changed into a valid objection. Then, once you've convinced your customer that what they're really thinking is wrong, you can begin to close the sale.