Increasing Sales Through Objection Handling Technique

<h1>Increasing Sales Through Objection Handling Technique</h1>Author: <a title="Brian Higgins" href="http://www.articlesbase.com/authors/brian-higgins/285336.htm">Brian Higgins</a> Handling objections is the most daunting task for any salesperson and if handled badly they can result in a lost sale and knocked confidence. The key thing to remember is that an objection is a demonstration of interest from a customer and if handled correctly can result in an increased chance of making a sale. There are a few key rules that need to be followed when handling objections: Pre-empt the objection -  If an objection is expected handle it in your pitch prior to being confronted with it, for example if a product is more expensive than competitors talk about it and demonstrate that it’s benefits offer sound value for money “While the product may not be the cheapest in the market it is the only product to offer (benefit)”, “It is a little more expensive than it’s competitors but the additional money is well spent as unlike the competitors it offers (benefit)” this is a great opportunity to use the all important Unique Selling Benefits. Use Suppose statements – Suppose statements are used to test whether the objection is real or not. If the objection is real then go on to answer it, if it is not real ignore it and move on. For example if the objection is that your product is too expensive then use something like “Suppose I can show you that the overall cost of buying and delivery is an economical proposition. That would be important wouldn’t it?” Feel, Felt, Found  –  A classic way of handling objections. First empathise with the customer telling them that you understand their concerns and how they feel, then talk about somebody else who felt the same way and finally talk about how after making a purchase they found that their fears were not reality. An objection should be welcomed and the opportunity to use this as a platform to sell should be maximised, if a customer’s concerns are answered effectively they have no reason not to buy!About the Author: Brian Higgins is a top sales person who has worked with some of the world's biggest brands. Find out how to achieve your sales goals at <a href="http://www.becomeabettersalesperson.com">BecomeABetterSalesperson.com</a>Article Source: <a href="http://www.articlesbase.com/">ArticlesBase.com</a> - <a href="http://www.articlesbase.com/career-management-articles/increasing-sales-through-objection-handling-technique-1451649.html" title="Increasing Sales Through Objection Handling Technique">Increasing Sales Through Objection Handling Technique</a>

Handling objections is the most daunting task for any salesperson and if handled badly they can result in a lost sale and knocked confidence. The key thing to remember is that an objection is a demonstration of interest from a customer and if handled correctly can result in an increased chance of making a sale.

There are a few key rules that need to be followed when handling objections:
Pre-empt the objection - If an objection is expected handle it in your pitch prior to being confronted with it, for example if a product is more expensive than competitors talk about it and demonstrate that it’s benefits offer sound value for money “While the product may not be the cheapest in the market it is the only product to offer (benefit)”, “It is a little more expensive than it’s competitors but the additional money is well spent as unlike the competitors it offers (benefit)” this is a great opportunity to use the all important Unique Selling Benefits.

Use Suppose statements – Suppose statements are used to test whether the objection is real or not. If the objection is real then go on to answer it, if it is not real ignore it and move on. For example if the objection is that your product is too expensive then use something like “Suppose I can show you that the overall cost of buying and delivery is an economical proposition. That would be important wouldn’t it?”

Feel, Felt, Found – A classic way of handling objections. First empathise with the customer telling them that you understand their concerns and how they feel, then talk about somebody else who felt the same way and finally talk about how after making a purchase they found that their fears were not reality.

An objection should be welcomed and the opportunity to use this as a platform to sell should be maximised, if a customer’s concerns are answered effectively they have no reason not to buy!

Brian Higgins is a top sales person who has worked with some of the world's biggest brands. Find out how to achieve your sales goals at BecomeABetterSalesperson.com

Rate this Article:

0 / 5 stars - 0 vote(s)

Re-Publish

Article Source: http://www.articlesbase.com/career-management-articles/increasing-sales-through-objection-handling-technique-1451649.html

Article Tags: Sales Training, Sales Skills, Sales Technique, Objection Handling, Sales Strategy, Handle Sales Objections

Related Videos
Related Articles
Ask / Related Q&A

Play

Sales Tips and Techniques

Play

Macromedia Flash 8 - Where to Put Points and How Far to Drag Handles

Play

Sales Closing Tips - Overcoming Objections-Part 3

Play

Sales Closing Tips - Overcoming Objections

Play

Sales Closing Tips - Overcoming Objections-Part 2

Latest Career Management Articles
More from Brian Higgins

ESL Teaching Resume – How to Compose a Quality Document

By: Candace | 21/11/2009
Teaching English as a second language or ESOL (English for Speakers of Other Languages) are segments of education that are continually growing in demand. Teachers wishing to acquire a job in education may be more likely to do so if they look for a job in a content area such as ESL or ESOL.

Are You Creating the Right Conditions for Success In Your Jobsearch?

By: Lorna Gill | 20/11/2009
In order to be successful, any business or organisation must be well structured and mechanical to ensure targets are achieved and growth continues. Business relies on assessment of past trends and making accurate forecasts for the future in order to guarantee security.

Unemployed or Employed: Are You Prepared for the New Workplace?

By: Roger M. Ingbretsen | 19/11/2009
The driving force of the knowledge age is the human mind! Our economy will grow only if we grow our human capital potential. You will grow as an individual only if you grow your knowledge base. Most importantly, because job requirements change so often “life-long learning skills” have become critical to staying employed. A solid worker in the knowledge age – one who will stay employed – must have the ability to move effortlessly from project to project.

Let go of struggling

By: Cheryl Hopkins - Change it live it | 19/11/2009
It's so easy to run yourself ragged; to get caught up in fighting off one 'disaster' and then the next that you end up feeling totally exhausted... wondering what life is all about; this dose of inspiration aims to help you get back on track.

What is Political Science?

By: Subhash Kandpal | 19/11/2009
Opportunities in Political Science is widening whereby huge number of students have enrolled themselves in the programs related to political science. Learn more about career in political science and why it is gaining more popularity.

Network It!

By: Kellie | 19/11/2009
The benefits of a professional network are huge. In the 21st century it’s important to cultivate a close, likeminded group of individuals to whom we can turn for a myriad of uses, and return the favour.

Resume Formats – Deciding What One to Use

By: Candace | 19/11/2009
It might seem like all resumes are the same, but after you have read a few, you will discover there are actually some massive differences. The format you choose can be the deciding factor between getting called for a job interview or sending out more copies of your resume.

Best Career Choices for retirees

By: Maria Norton | 19/11/2009
Career choices for retirees are as varied as the retirees that are seeking them. Whether you are seeking a new career because you need the money or because you are simply interested in pursuing something new, you can find the kind of career that you want in order to help you enjoy your retirement.

Achieve Career Progressions Through Sales Skills

By: Brian Higgins | 12/11/2009 | Career Management
If you don't think your job is a sales job, then read on. Find out how it is the ability to sell - whether it is ideas, solutions or indeed products - that seperates high-flyers from nine-to-fivers.

Sales Training Tips Know Your Customer

By: Brian Higgins | 12/11/2009 | Career Management
Knowing your customer is the first step towards a successful sales relationship. After all, a good salesman will be able to see the benefits in their product not just for them, but for their prospect too.