Objection Handling

[theonlinedirectory.co.uk]

Ok guys here it is, eventually we will have a definitive guide to objections. I'd like you all to add an objection you have heard (or not, as you will see in my example) and write down your answer to it.

In my example I will tackle the dreaded silence!!

We all know how it goes, you almost finish your pitch, you wait for a reaction and then you dont get one. Or, all through the call, your prospect has been giving you one word answers.

What is the solution? Simple. Constantly ask "What are your thoughts?", "What do you think" etc.

If they then come out with "actually i think its a load of crap" you can go back to objection handling, probe, ask them why etc, but at least you are prompting a reaction from them and then just go from there! Don't worry about what they might say if you say "what are your thoughts?". After all, it's the only way you'll find out!!!

Continue please....

[Sales Slut]

Continuing on your thread of objection handling.

My major one, every day and I wish I had a pound for every time some one asked is: -
We want a free trial!!!!!
Is it free.

I don't think there is such a thing as free................the time, effort and care needed these day to use online sites is costly. To give something away may mean that you're not prepared look after it??? Give something a value then you spend time to make sure it looks right and works????? I'm not suggesting that all who use sites do this but time is money and unless you get the rewards you just don't take care. Vicious circle!!
The nice thing about online advertising is the flexibility that you have to alter, change and re-post things.

What do you look for quality or quantity???????????????

h34r: h34r: h34r: h34r: h34r:

[theonlinedirectory.co.uk]

That's a good one actually I get that ALL the time. I love it because it means people are interested in your service but they are unsure if it works or not.

My usual response is "Well to be honest with you when we first started this service that's exactly what we did to prove that it works, give out free trials, tester months etc. We're now in the great position whereby we just don't have to do that any more, we get people signing up all the time because we have solid proof that the service works".

You can then go down the route of saying "and look I'll prove it works I have testimonials, you can speak to John at company x etc". This is of course if your product does actually work.

Finally after a bit of probing, finish it with a "ok so you sound like your interested in this service, if I can prove to you without a doubt that it works, will we have a deal?".

Its a good closing statement and it just shocks people into giving some form of commitement.

[Sales Slut]

I like the shock tack tick, sounds good to me. I’ll let you know if it catches the big fish.

May be I'm a breed apart but I do have to be honest with all my clients and say there is always a risk with any advertising whether it be on line or in any publication.
Anyone can guarantee response, whether this is the right response is another question??? To me it's the quality that counts and not the quantity.??
What are your views??

h34r: h34r: h34r: h34r:

[theonlinedirectory.co.uk]

I guess it depends who you are pitching and what the product is.

Quality will always count but you have to look at it in terms of closing the deal as well.

If there are four people on one page of a magazine who all offer the same service and they get two quality deals in the duration of their ad then the chances are they will be in competition with each other.

This of course is normal for any business but whats the point in competing for a £25k account if there are 100 other companies competing for it (unless of course you are confident you will win the business).

I think there has to be a balance between quantity and quality to be honest. Most firms don't want a huge amount of competition even if the lead is an excellent one so if you can provide quality and at the same time a decent amount of quantity you're onto a winner.

[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.

[localman]

I'll add not recognizing when a red light turn green. Not objection handling, but a necessary skill.

Article here:
As a Salesperson do you recognize when the lights change from Red to Green? - Simple Sales Tracking Blog

[Thomo]

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

[Skip Anderson]

Originally Posted by Thomo

Hi all,

Firstly, as a salesman I don't worry about objections at all or even think about them.

Thomo

I regularly work with clients whose prospects automatically give an objection such as "I need to think about it" or "I have to talk to my wife" or "I need to shop around" 90 PERCENT OF THE TIME!

I teach these people how to handle these objections, because if they didn't, they'd all be out of business.

In my opinion, objections are just part of the sales process, and salespeople need to be able to handle them with skill and professionalism.

[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).