| Every sales person has had to overcome an | | | | customer finish telling us? Now that is scary. |
| objection. Some even find a new line of work | | | | Rewind the tape to the beginning only this time |
| because of them. If your income depends on the | | | | we are prepared for the objection. We even |
| sale then chances are you have found a way to | | | | expect, see it coming from a crossed the room. |
| overcome objections and even discovered the | | | | And because we are expecting it, we make sure |
| secret of how to make them work for you, not | | | | we catch all the details. |
| against you. | | | | This time we agree with the customer and |
| The first mistake we usually make is assuming | | | | nodded our head to let them know we heard |
| we know what the customer is going to object | | | | every word. This time our information bank is full |
| to. We have crafted our response even before | | | | and we plan a response that addresses all of the |
| they are done speaking. | | | | issues. |
| Thinking we know exactly what is on their mind, | | | | Because we have addressed all of the customer's |
| we interrupt the customer with our response. In | | | | issues the objection now becomes a vehicle for |
| effect, we have answered an objection with an | | | | us to show our prowess and expertise. It builds |
| objection and most customers would be on their | | | | customer confidence and positions us as an |
| way to the door. | | | | expert, someone the customer wants to do |
| It is proven that most of us quit listening to the | | | | business with. |
| customer and begin formulating our answer after | | | | Not a whole lot to fear now is there? At this |
| the first seven words. Even worse, after ten | | | | point you should look forward to an objection so |
| words we are nowhere to be found, off in our | | | | you can establish yourself as the expert and |
| own world piecing together our response. | | | | move closer to the sale. |
| Truth is, most of the time, we don't know the full | | | | Objections are uncomfortable because of our |
| extent of the objection because we didn't hear it. | | | | state of mind towards them and the fear of the |
| Just think about the wealth of information we are | | | | unknown. If you change your state of mind and |
| missing out on. Key buying signals, who the | | | | think through any objections then there is nothing |
| decision maker is, plus an abundance of | | | | to fear (but fear itself.....). |
| information on how to close the sale. All this | | | | You have just discovered the secret to making |
| valuable information into the air, lost forever. | | | | objections work for you. An objection is now a |
| Is it any wonder that we fear objections? Fact is | | | | way to draw the customer one step closer. Now |
| 70% of the time we don't even know what the | | | | we have something very powerful! |
| objections are because we haven't let the | | | | |