| In our sales training courses, we explain how | | | | answer that, are there any other concerns or |
| some prospects are often only yanking your | | | | questions you have that you need answering or |
| chain. In case that's purely a UK expression, that | | | | that would prevent us working together?" |
| basically means that they are wasting your time. | | | | The key in both these situations, is to follow up |
| These "Chain Yankers" (and that's not Cockney | | | | with the question: "Is there anything else?" |
| Rhyming Slang for anything!) will often just say | | | | As I've said, welcome objections, don't fear them! |
| yes all the time, to get you through your pitch as | | | | The goal is to get an exhaustive list of objections |
| quickly as possible. | | | | and get agreement that if you can address all |
| You think you've got a hot prospect when in | | | | these concerns, that they would be prepared to |
| reality they have no real intention of buying. | | | | do business with you. This we call a "Test Close" |
| Alternatively, they will express an objection (or | | | | (more on that in other articles). This way you |
| reason for not doing business with you), and | | | | work your way through the objections, getting |
| when you've answered it, they will simply give | | | | agreement that you've answered each one to the |
| you another, and when you've answered that | | | | potential customers satisfaction, until you can ask |
| one, they give you another, until you run out of | | | | for the order. |
| answers and they've found a reason not to buy. | | | | Using this technique for Overcoming Sales |
| Identifying that this is the case is often the first | | | | Objections works at all sorts of levels. It uses |
| step in Overcoming Sales Objections. | | | | both emotional and logical triggers. It's harder for |
| The key to identifying these false objections is | | | | somebody to add more objections (as previously |
| not to fear objections, but to welcome them. We | | | | discussed), when they've agreed that was their |
| suggest you ask for objections. One technique we | | | | lot. Granted, other questions may come to mind |
| train, is to say, early in your customer interaction, | | | | that they either hadn't thought of, or arise from |
| something like: | | | | the answer you give, but you'll notice that these |
| "What if anything would be a potential barrier to | | | | are genuine questions for clarity, not false |
| doing business? I ask, because I want to answer | | | | objections. |
| any concerns you might have as I describe to | | | | Don't forget, Real Sales Objections are a sign of a |
| you what we do." | | | | smart buyer. False Sales Objections are a sign of |
| Another technique is to wait until you get your | | | | a "Chain Yanker". Your job is to distinguish the |
| first sales objection, and then say: "Before I | | | | difference. |