 Dealing with objections
Hi all,
Firstly, as a salesman I don't worry about objections at all or even think about them. If you are having to 'deal' with objections from customers and trying to 'influence' them into having your equipment you are probably wasting your time in the first place.
Yes, sometimes you will have a person who is genuinely interested in what you are offering but is undecided between your product and a competitor equivalent. These aren't objections they are just advice seeking. They are opportunities to put your point across. You'll do this naturally if you know about your product and service and truly know what your buyer wants and needs.
Objections such as "I haven't time now", "I'm not interested", "I already have a supplier thanks", "we're not in the market right now try in six months" etc - Why bother with these people? You are putting yourself in a position of weakness, or neediness...and that is bad. Politely leave your card and say "call me if and when you're interested"
I see myself as a professional guy. Not in an arrogant way but I know my job and I know my trade. I value my time and if I don't think it is worth my time I won't deal with people. This may seem harsh but believe me...if you spend your time trying to overcome objections from people who aren't interested in you, if you are good you'll talk them into letting you quote and you'll spend months chasing an order that just isn't there.
Thomo
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