Objectionsare trouble –pure andsimple!
And anyone who tellsyou toembracethembecause itmeans you’reone step closer tothesale isliving inyesterday. Thecustomeroftoday istoosavvyandsmart.
You hearan objectionaboutyourtechnologyor service; customers are functionallyunable to listento you…andyoukeeptalking.
They are pre-occupiedwith their ownneedtosatisfytheir impulse to“getwhattheywant vs.get whattheyneed”.Whileyou’rebusytelling yourfeature/benefits,askingthemquestions,orsharinginformation, their attentionisfocused elsewhere.Salespeoplemust knowthisandquicklyrecognizeit.
Timeandtime,over-and-over, thecustomer’sthoughts are centeredonissuessuchas:
- Thesepricesaremuchhigherthan the competitorsorwhatIhadthought.
- This won’tintegrate well into our existing(marketing)plans.
- Ican’tdo business witha company that’snot financiallystableorInever heard of.
- Wecan’tafforda $4,000 ($40,000) solution rightnow.
- They havenever worked with a firmspecificallylike ours…withourunique set of problems.
Itisimpossiblefortheseprospectivecustomerstoconcentrateonwhatsalespeoplearesaying.
Attheend ofa phone call,appointmentormeeting, the customeroftenblurts out, “That’snot as cost- effectiveas Ithought.”Then what do we do? Combatthe issue,pushfortheclose?Salespeoplefailto see thatatthispoint,theyare stuck.Theyhavetojustifyyourprice,experience, capabilities or whatever; due topressure fromtheoffice,theirboss,and theirown insecurity.But,andImean but,itis NOT about the salesprocessBUTaboutthemindsetofthe prospect.
And you havetoreallybe good at itto convince someone(free “gifts of Knowledge”) theyshould agree with you,because allpeople hate being convinced -so nowsalespeople are caught in a doublebind. Convince or agree…either way you lose.People wanttobuy but hatetobe sold.Whatcan you do?
There’sonlyonechoicethatworks…tobethefirsttosurfacetheobjectionsyourselfanddeal withitrightatthebeginningof yoursalescall!
Ifsalespeopledoubtthis,itisonlybecause theyhaveafearoffailureand/orafearofrejection.When salespeople are atthetopoftheirgame, the customer’sclose themselves…andthis onlyhappens when thepainis surfaced early on, theneed is addressed,and thereare no remaining obstaclesin theway for thetwoparties to do business.Ifdone right,itworks everysingletime.
What do you do next? Send us an email and we’ll arrange for you to speak with Ed to chat about how these learnings can help build more sales just for your business.