Sales Objections
8/3/2009 11:58:33 AM
The following is taken from my Sales Training Audio CD. I wanted to share it with you as I feel it highlights an important subject affecting a lot of sales people at the moment....
Someone asked me today what was my favourite method of overcoming an objection to a sales proposal, in particular a price objection. They stood there in eager anticipation waiting with pen in hand for what I can only imagine they thought would be an ingenious piece of rhetoric, a magic formula to instantly disarm the potential customer’s objections.
I am not sure if they were disappointed with the simplicity of my answer or excited by how easy it would be for them to use the technique.
I explained the mistake many sales people make when trying to close a sale is that they forget to SHUT UP!
Once you have asked for the order, keep quiet, often the first person to speak at that point loses, I.e. salesman talks first he often doesn’t get the order.
Remember everyone thinks at different speeds. Give your buyer time to buy.
There are many occasions I have seen salesman continue talking and end up over SELLING (let’s face it, most of us sales people do like the sound of our own voices don’t we?!) I’ve been very surprised on many occasions by the results I have got just in keeping my mouth shut. I have seen buyers at that stage raise significant buying objections, that quite frankly had me a little concerned, by saying nothing though the buyers themselves have overcome the objections themselves and re-close the deal THEMSELVES.
One occasion the buyer said to me,
"Gosh that’s really expensive, I’m not sure the budget will allow me to stretch to that type of cost............I said nothing......on the other hand the value it’s going to bring to the business is tremendous, and you only really get what you pay for don’t you...... I said nothing.................There will be cheaper options , but in the long run, Go on lets go for it”
So without me saying a word he objected, over rules and closed the sale. If I had stepped in at any time I may not have said the right thing and could have lost the sale completely.
Quite often when overcoming objections less is definitely more, there are other formulas to overcome objections and my audio CD goes through them in great detail, check it out on the web site.
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Comment from
on
I wish you'd have carried on to mention the next bit on your CD..
"If ‘A’ is success in life, then ‘A’ equals X plus ‘Y’ plus ‘ Z’. Work is X, Play is Y and Z is keeping your mouth shut! "
I have always loved that quote and didn't realise it was from Albert Einstein!
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