Effective Handling of Sales Objections

Copyright (c) 2008 Jacqui Tillyard

In sales, objections are great! Yes that's right, objections are at the heart of an adrenaline surge for any professional sales person. You see when someone raises an objection to you, what it really means is that potential customer is possibly interested in what you have to off but you haven't addressed all their questions yet!

If this happens welcome it with open arms! It is a signal that you need to go back and find out exactly what they want, get their questions answered and get the order signed. They are already listening to you.

If you need to clarify what has been covered so far ask them,'You told me that. recap their answer.. Is that right?' If you get a no find out the correct answer, if yes, move on as it was not an objection but a smoke screen to delay placing the order.

In sales price is never just the one issue to stop the sale. Consider their budget, but always allow the client to see what value you add to them and the sale can be achieved. If you can show your prospect how your product or service will add value, solve a problem or make their life better in ways they expressed as potential issues for them to you, you can get the order.

Another area key to closing the sale is that you have built the right rapport, simply put, if someone doesn't know, like and trust you, you will never get the order from them no matter how much value you show them!

A key area when fact finding is to establish your clients budget and show them the value of your product and services with the benefits and uniqueness to them. no reason to waste your time or the client's if their budget is far less than the cost of your product or service. If that is the case move on and find a new customer.

Possible phrases that crop up as objections. I want to think it over, I want to check with more suppliers ,Your price is too high, I have to speak with my partner, I'm happy with my current supplier ,We've spent our annual budget, Get back to me in 6 months

Remember most of these phrases are delay tactics, they give the buyer more thinking time, or they are just excuses in the main! You will normally hear a selection of these excuses, when you haven't qualified the prospect enough, you haven't got great rapport so they like and trust what you are telling them. Maybe you haven't established a need from them yet or worse still your presentation is weak and needs attention, your belief in what you're promoting may not be convincing enough.

For future reference, identify all possible objections write them down and have an answer ready to address them. Think of all the possible excuses a client could make to stop ordering from you?

A final point- there is power in the word No - No is good, no sometimes means no not now, every no is closer to the next yes, don't take no's personally this is business, It usually takes around 7 no's before sale is made. Each no moves you closer to the sale.