Objection Handling

[bubble]

Originally Posted by Apex Marketing

Here is a simple question to ask when you are done with your pitch and get no response;

"Does that make sense?"

No one wants to admit that they do not understand something, people like feeling smart - that they are on the same page.

And if something makes sense, why would you not do it. As soon as they say "yes" then close again.

At the least you will get a legitiment rebuttal. At most you will get your sale.

On the other hand, do you think that asking this may evoke a sense that you are doubting yourself?

I have always tried to stick to open ended questions that require an answer of more than a simple yes or no.

[Thomo]

My advice is still to forget about closing techniques, open question techniques and what to say when somebody objects to your pitch. Buyers are as aware of sales techniques as sales people are. If they know they are being sold to then it comes across as unprofessional.

It should be a natural process a proper conversation - if you are there because you 'need' to be more than they 'need' you to be then you'll be dealing with objections all day. If you spend most of your time dealing with this type of sell then all you are likely to do is pressurise most people into accepting a quote or demonstration, you'll be dangled by a thread until you have worked them into a corner - if you are a 'pressure' salesman or they like you they won't want to give you the real reason they're not going with you anyway. All that will happen is you do loads of work for very little reward.

So what if you find yourself in this position, how do you get yourself out of it? That's really a question the MD should be asking him or herself. If you are having to 'convince' people to do things they won't. People do things because they want to. The secret is getting them to want to.

If you can create a scenario where you are there because the customer 'needs' you to be there then you won't have many objections. That skill is partly up to you (as a salesman) and partly up to your company.

Before you say things aren't that simple, I know they aren't but if 90% of the time you find yourself in a position were people are saying "I need time to shop around" it can only mean that you are either approaching them too early or they are unconvinced by what you say/what your company offers them and are fobbing you off.

Put it this way, if you really fancied buying say a Ford Mustang but were unsure about the fuel economy and asked the salesperson "but don't these cars cost a lot to run?" - I would not class that as an objection. This is somebody who is asking you 'interested questions' - they want to know more about the product etc because they are interested in buying - these are 'buying signals' not objections.

If you are being told "I need to look around at other deals" then I believe it is wrong to say "okay, when will you be making a decision because I'll reappoint/call you back" - the answer will be a fob off. However if they buyer said "I really like what you are offering and think we should talk more after I've had a few more prices in" then that's opening the door for you.

Forget the others. Find the people who are interested or in need and focus all your attention on having proper conversations about what they want, what they need - you will then be given all the answers. It's up to your company to be able to offer what they want.

If no one knows you, if you are not known in the market - that's not your fault, it's the fault of where you work.

[ikrieger]

Hello everyone,

Objections can be a major pain in the neck.

For many years, I've been teaching a way to eliminate objections.

As unrealistic as that may sound, objections do disappear.

When you manage the sales process you invite objections.

When you manage the buying process instead... objections and concerns are dealt with BEFORE any type of selling begins.

This keeps you from delivering time consuming and unnecessary pitches, presentation, or proposals... and that's worth the price of admission alone.

Good selling,

Ike

[Tom_Ryan]

Originally Posted by ashleydrollinson

I agree with you both

A lot of the time people have a good idea if they want your product/service as soon as you walk through the door or very shortly after you start your pitch.

Depends on different sales styles if they bring up possible objections in the pitch itself (some may think this puts a negative spin on the pitch where as some think it puts the customers mind at rest early on, letting them concentrate on the rest of the pitch as well as not think your trying to 'hide' things from them).

Canned pitches are ok, but you need a sales person who can get arround objections, most of it is feel!

If you're not sure why they are not interested and how to get arround it, ask for the close. That's what we have our agents do, some times you'll get it, most of the time you'll have a real objection to work with.

Regards,