Objection handling
Objection handling is a fundamental part of closing sales. If you ask successful salespeople what their secret is, they will tell you that it's all about objection handling. objection handling is when a potential customer presents a problem about the product/service that a salesperson is attempting to sell, and the salesperson effectively responds to those objections and allows the sale to go through. Objections are usually about product fit, price, competition, or just plain old brush-offs.
objection handling is done before a sale is closed. Most salespeople will allow an objection to be raised if they feel that the objection is valid and not a mere catch-all for denial. A good salesperson will then ask the prospect of a series of questions to try to find out the source of the objection and then offer to find a solution for them. In some instances, the answer may be as simple as a change to a better product or an increased amount to the price. However, sometimes the sale will be moved backwards because the salesperson was not able to turn the objection into an answer that the prospect was willing to consider.
When salespeople effectively deal with objections, they can often move prospects from objections to solutions rather quickly. Some people are uncomfortable overcoming objections, so it's important to find a good way to make sure that your prospects won't feel pressured or challenged. Here are a few effective ways for salespeople to deal with objections.
One of the most common forms of objection handling is a price objection. A price objection can come up any time - during a presentation, when the salesperson is talking to a prospect's family members, during a pre-qualification interview, during a phone call - and can be used to stall a sale or even to get a potential customer to change their mind and not buy what you are selling. Here's how you can use a price objection to your advantage in your objection handling techniques:
Set yourself up in a way to make your prospects feel challenged by the question. In every objection handling technique you will use a challenge. Begin by posing a question that will challenge you and make you look bad. An example of a challenge might be, "Do you think it's okay for a CEO to make personal decisions based on performance?" The point of this question is to cause your prospects to have to look at themselves in the mirror and say "no" if they answer "yes".
Overcoming common sales objections is really about understanding your prospects' viewpoint. If you are attempting to close a sale with a competitor, it is likely that your prospective customers are making a number of objections. Rather than acknowledge all your competitors objections, however, what you need to do is focus on the most critical objections and take a position where you can show your prospects that theirs are also incorrect. To do this, you need to answer the objection with respect to what your product or service has that your competition does not have.
This is where an example rebuttal can come in handy. An example rebuttal can show your prospect that their complaint is based on a misunderstanding of what you are offering. For example, instead of responding to an objection about your product not having a cream for dandruff, respond with "So do I see an example of that problem in my copy of Business Insider magazine?"
Once you have identified the objection you want to address, write a follow-up call or email to your prospect to further respond to the objection. When you follow-up, it is important to keep the conversation short and to demonstrate that you are willing to listen to what your prospect has to say. If you try to sound too defensive, your prospect will more than likely move on to the next objection. In order to make a sale, you need to establish trust and rapport with your prospects.
objection handling - objection follow-up call | objection handling | objection | better fit | handling} objection handling skills are often overlooked by network marketers. When you follow up, it shows your prospects that you are interested in listening to what they have to say and that you are serious about making a better fit for them. You can learn more about objection handling techniques by visiting the link below. Good luck!
