| There are times when you are meeting with | | | | prospect said the same thing before..." When you |
| prospects that you only ever seem to get | | | | take the time to understand that they have a |
| objections. People tell you they can't invest in | | | | concern the prospect won't identify you as a |
| your product or service because of "price" or | | | | "sales person" they will look at you as someone |
| because they don't have "time" or "maybe later". | | | | who understands they have real needs and |
| It doesn't seem to matter what you share with | | | | concerns. |
| them they just raise an objection to everything! | | | | 2. Ask Questions - After acknowledging their |
| Some days it might even feel like you could give | | | | objection, now take the time to ask an interest |
| away what you are selling and they still wouldn't | | | | piquing question. Common objections such as not |
| take you up on it. | | | | having time or not having enough money can be |
| Many sales professionals and entrepreneurs, when | | | | eliminated when you ask the right question. Should |
| faced with objection onslaught go into "sales" | | | | a prospect say they can't afford it, consider |
| mode. They start defending their product or | | | | asking the following "I understand you feel you |
| service with zeal. They mention how the | | | | can't afford it, how are you looking at increasing |
| competition isn't even close. They reveal how | | | | your business currently?". You don't have to ask a |
| they offer features that no one else can. When | | | | question that immediately talks about your |
| that doesn't work they then start sharing how | | | | product or service, get to what is important to |
| they can beat anyone's price. Although it might | | | | the prospect first. |
| feel like this would overcome the objection | | | | 3. Probe Deep on Your Prospects Pain - A rookie |
| maniacs it only digs you into a deeper hole. The | | | | sales professional will ask 1-2 questions when an |
| prospect gets even more dedicated in their | | | | objection is raised, a 7-figure sales person will ask |
| resolve and raises more objections. It is like your | | | | enough questions to determine if the prospect |
| prospects have a book of objections and they | | | | can buy or is a waste of time. Don't stop asking |
| throw everyone at you! | | | | questions until you have a firm understanding of |
| While it may feel good to tell your prospects how | | | | what the real fear is that is stopping the prospect |
| great your product or service is for them, it | | | | from taking action. When you know their fear |
| simply won't get you the sale. I invite you to | | | | you can alleviate their pain and get them to buy. |
| consider the following 3 methods to overcoming | | | | Overcoming sales objections isn't about know |
| sales objections. | | | | your competition better. It isn't even about |
| | | | knowing your own products better. To sell more |
| 1. Acknowledge their Objection - The worst thing | | | | of your products or service comes down to |
| you can do with an objection is to ignore it. It is in | | | | acknowledging objections, asking questions, and |
| your prospects mind so take the time to | | | | probing deep on your prospects pain. When you |
| acknowledge it and that will give you the ability to | | | | can put these three together on each call and |
| move forward. You can use phrases like "that's | | | | meeting you will be doubling your sales in no time. |
| great..." or "I understand..." or even "my last | | | | |