| There is only 'sure' thing in sales. That is you will | | | | Deal: Handle their objections and propose to him |
| face objection from your prospect while selling. | | | | her the most suitable way of overcoming |
| Thus objection handling, which specifically means | | | | objections, if possible. If not, settle for the |
| the required techniques to handle the prospect's | | | | second-best solution. |
| objections, becomes one of the most important | | | | Methods for Objection Handling |
| sales techniques. Objection handling, like any other | | | | Actual methods of overcoming objections are too |
| sales techniques, is much like an art, which varies | | | | many. Here are presented very few ways and |
| from people to people. So there is no perpetual | | | | tips to sales objections: |
| truth for objection handling. There are, however, | | | | Pre-act: Act to objections before they even |
| some basic rules and sales techniques that will help | | | | occur. This is the probably best way to |
| you through it. | | | | counteract objections. Your homework on your |
| Why do People Object | | | | prospect will let you anticipate his objections |
| People object based on need ('I have one of | | | | beforehand. Do prepare an answer to them and |
| those already'), price ('this costs too much'), | | | | present that before your prospect does. |
| features ('the guarantee is for 6 months only'), | | | | Shoe on the Other Foot: This is one of the most |
| time ('I need to think about it') and a thousand | | | | effective sales techniques. If the prospect says, 'I |
| different ones. To handle objections, salesmen | | | | bought a product form your company and the |
| must understand why do people object? It's | | | | customer service isn't good.' Ask, 'What would |
| because objection is in the basic human nature. | | | | you do if your organization has unworthy staff?' 'I |
| We tend to object whenever we are dealing with | | | | would fire them' 'That's exactly what we did sir.' |
| someone we don't trust, which is only natural, | | | | And the prospect is most likely yours! |
| especially when two people are dealing for the | | | | Confirm: Say your client is not really showing |
| first time. Moreover, no product is perfect (as a | | | | interest. So you ask him, 'May I ask what is your |
| salesman, you should never try to hide it). So | | | | problem, sir/madam?' If s/he says money, go for |
| even if you are being honest, the prospect cannot | | | | installment and if s/he says color, go for another |
| be sure that he will not encounter a loss. | | | | one etc. |
| Steps for Objection Handling | | | | Remember when you are making a sale, tell the |
| Listen: This is the first step to any objection | | | | features & sell the benefits, which is the only |
| handling. People like others who listen to them. | | | | thing your client cares about. There are many |
| Rephrase what they say, make your client feel | | | | other sales tips and techniques to overcome |
| connected to you. | | | | objections such as LAARC (listen, acknowledge, |
| Ask: Question their queries. Make sure you | | | | assess, respond, confirm) and LAIR (listen, |
| understand what they really need and see if that | | | | acknowledge, identify, reverse) etc. Choose the |
| is possible. Asking is one of the sales skills to | | | | one(s) you find most easy but remember all of |
| make him feel comfortable. | | | | them to use a combo any time you need. |