| No matter what a guru, trainer, or coach says | | | | |
| there isn't a sales script that will close every deal. | | | | 1. Information - Many people object due to a lack |
| There isn't a magic script that will turn your clients | | | | of information. Instead of telling them what they |
| melt to be like putty in your hands and purchase | | | | need to know, start asking about what |
| anything you have to offer. The silver bullet of | | | | information is important to them. It could be as |
| sales scripts is just a myth. | | | | simple as "what benefit were you most looking |
| Some might say, but "I can sell ice to Eskimos". | | | | forward to get from this product?". When you |
| What they never tell you is they are selling that | | | | can eliminate their need of information, they will |
| ice in the summer when it's warm! Sales | | | | identify you as the expert. |
| objections are part of human nature. People | | | | 2. Fear - Prospects are fearful of making a bad |
| naturally will raise objections out of fear, lack of | | | | decision, wasting time, and wasting money. |
| information, and even a lack of trust. When you | | | | Instead of refuting your competition consider |
| understand why people raise sales objections it will | | | | asking questions that expose their fear which will |
| be easier to handle their response with interest | | | | allow you to assuage it. Your question could be as |
| piquing rebuttals. | | | | simple as "what challenges have you run into |
| When many sales professional and business | | | | before with an offering like this?". Your prospects |
| owners hear an objection to their offering from a | | | | will release their fears to you when you ask the |
| prospect they think of a court room. They | | | | right questions and that brings them close to you. |
| envision themselves as if they were on the show | | | | 3. Price - Although prospects won't always utter |
| Law & Order, launching a series of speeches that | | | | the words, price is often a barrier. Although this |
| will "prove" their case. They bring up piles of | | | | affects many industries, real estate professionals |
| evidence, compile statistics, and then wait for the | | | | run into this nearly every day. People don't always |
| jury to rule in their favor. Unfortunately with this | | | | want to make an offer on a house, because they |
| approach the jury doesn't rule and the sales | | | | don't want to ask for a discount. Instead of letting |
| professional is left hearing the dial tone. | | | | the customer be fearful, give them an |
| Overcoming sales objections isn't about shouting | | | | opportunity to get your offering by asking a |
| rebuttals that PROVE your case; it's about asking | | | | question like "what would you offer for "X"? |
| QUESTIONS that get the prospect to see why | | | | Opening a dialogue on price can get the sale and |
| your offering is the best fit. People don't want to | | | | you might still sell at what you want.When you |
| be told what is correct; they want to feel like | | | | knife through objections with sales rebuttals that |
| they figured it out themselves. Instead of trying | | | | are questions your prospects will quickly reward |
| to prove your case, consider rebuttals that dig | | | | you with the sale. The next time you get an |
| deeper by asking questions. To get closer to the | | | | objection, just take a deep breath and then start |
| sale consider questions that dig deep in 3 key | | | | asking questions! |
| areas. | | | | |