| Consumers are growing more and more skeptical | | | | of common objections that we here regardless of |
| of falling victim to online scams everyday so they | | | | product or market. Your rebuttals to these should |
| are very, very careful before clicking your "Buy | | | | be quick and assertive. But some objections are |
| Now" button. Whenever you are trying to sell | | | | not as easy to handle, especially when they are |
| something you must consider that prospect WILL | | | | technical in nature. Remember that your credibility |
| have reservations about buying your product. You | | | | is being tested so you should not guess at the |
| must use your 'copy' to pre-empt the prospects | | | | right answer. Instead, make a list of the |
| objection and gain their trust. This is the only way | | | | prospects concerns and after each concern say |
| to "Win the Sale." | | | | "What else.." Let the prospect see that you are |
| In face to face selling or telemarketing this is a bit | | | | attentively listening and writing down the |
| easier to do because you can read the | | | | questions. Repeat the process until they have no |
| customer's buying and non-buying signals. You can | | | | more objections then say "Those are some great |
| read these signs by their voice fluctuation and | | | | points Mr. Prospect, now I'm certain that when I |
| tone as well as in the body language they display. | | | | satisfy all of these concerns for you, You will in |
| So how do you compensate for this lack of | | | | fact make your purchase.. Correct?" REMAIN |
| interaction within the sales copy on your website? | | | | SILENT.. (The first person to talk here usually |
| Now, put yourself in your customer's shoes and | | | | looses the deal so don't let it be you) Next, you |
| re-read your sales page over and over again. | | | | have to reassure them that you will thoroughly |
| Take a highlighter and section off the areas that | | | | research each of these points and commit ot an |
| may give rise to objections and reservations | | | | exact date & time that you will follow up |
| from your prospects. Then go back and address | | | | with them, to close the deal. This method will |
| those objections by adding the info to your copy | | | | always win their trust in comparison to just |
| or "sales pitch". | | | | baffling them with nonsense answers that you |
| Regardless of how silly an objection may seem to | | | | made up or guessed. |
| you, they are very real for the prospect and | | | | Remember to always edify the prospect. Their |
| they must be addressed accordingly. There is no | | | | objections may sound common or ridiculous to |
| generic rebuttal for all objections but there are | | | | you, but to them they are real concerns. Make |
| key phrases that should always be used when | | | | them feel like their concern is in fact YOUR |
| rebutting an objection. Keep in mind that an | | | | concern and give it the attention it deserves. |
| objection is an opportunity. The prospect is | | | | Agree with them and their objection, then refute |
| testing your credibility and product knowledge. It is | | | | the objection and finally, close the deal. Never |
| a chance to shine in the eyes of the prospect but | | | | argue or take an opposing stand because that will |
| it is inherently also a chance to blow the deal | | | | not win over the prospects trust. You get more |
| completely. Always be prepared for an objection. | | | | bees with honey than you do with vinegar. This |
| When selling in person or over the phone, you | | | | approach disarms the prospect and makes you |
| don't have as much time to think about a perfect | | | | look like a helpful friend instead of a salesman. |
| rebuttal as you do when you're writing sales copy. | | | | Whenever possible, you should relate their |
| You should have pre-planned responses to all the | | | | concerns to another customer's similar situation |
| common objections for your product. "I don't | | | | and point out how it was resolved for them. This |
| have the money." or "I have to talk to my | | | | makes them feel like they are not alone and kicks |
| spouse" or "It's too expensive." are all examples | | | | in "The Jones Effect. |