If you are doing business on the internet, selling is part of your daily life. Nowadays, you must consider that prospect WILL have reservations about buying your product.Being aware of this fact gives you (the marketer) the upper hand. You must use your 'copy' to pre-empt the prospects objection and gain their trust. This is the only way to "Win the Sale".
In face to face selling or telemarketing this is a bit easier to do because you can read the customer's buying and non-buying signals. You can read these signs by their voice fluctuation and tone as well as in the body language they display. So how do you compensate for this lack of interaction within the sales copy on your website? Now, put yourself in your customer's shoes and re-read your sales page over and over again. Take a highlighter and section off the areas that may give rise to objections and reservations from your prospects. Then go back and address those objections by adding the info to your copy or "sales pitch".
Regardless of how a absurd a particular objection may seem to you, it is a real concern for your prospect and they you must address it accordingly. There is no generic rebuttal for all objections but there are key phrases that should always be used when rebutting an objection. Keep in mind that an objection is an opportunity. The customer is testing your product knowledge & credibility to determine trust worthiness. It is a chance to shine in the eyes of the prospect but it is inherently also a chance to blow the deal completely. Always be prepared for an objection.
When selling in person or over the phone, you don't have as much time to think about a perfect rebuttal as you do when you're writing sales copy. You should have pre-planned responses to all the common objections for your product. "I don't have the money." or "I have to talk to my spouse" or "It's too expensive." are all examples of common objections that we here regardless of product or market. Your rebuttals to these should be quick and assertive. But some objections are not as easy to handle, especially when they are technical in nature. Remember that your credibility is being tested so you should not guess at the right answer. Instead, make a list of the prospects concerns and after each concern say "What else.." Let the prospect see that you are attentively listening and writing down the questions. Repeat the process until they have no more objections then say "Those are some great points Mr. Prospect, now I'm certain that when I satisfy all of these concerns for you, You will infact make your purchase.. Correct?" REMAIN SILENT.. (The first person to talk here usually looses the deal so don't let it be you) Next, you have to reassure them that you will thoroughly research each of these points and commit ot an exact date & time that you will follow up with them, to close the deal. This method will always win their trust in comparison to just baffling them with nonsense answers that you made up or guessed.
Remember to always edify the prospect. Their objections may sound common or ridiculous to you, but to them they are real concerns. Make them feel like it's the first time you've ever heard that concern and give them the attention it deserves. Agree with them and their objection, then refute the objection and finally, close the deal. Never argue or take an opposing stand because that will not win over the prospects trust. You get more bees with honey than you do with vinegar. This approach disarms the prospect and makes you look like a helpful friend instead of a salesman. Whenever possible, you should relate their concerns to another customer's similar situation and point out how it was resolved for them. This makes them feel like they are not alone and kicks in "The Jones Effect."
To Your Sales Success, Omar Martin
Related Articles
MLM - Network Marketing Companies - are They a Scam?
By: Brian Jones | 27/06/2008 | Internet
Do you believe all MLM - Network Marketing companies are a scam? Can you make money? Are 6 figure incomes possible? You decide...
Are You Afraid to Sell
By: Omar Martin | 28/05/2008 | Internet
Sense of Urgency is one of the most under rated impulse factors. I have made an incredible amount of sales on my ability to convey urgency alone! If you are able to portray GENUINE urgency to your prospects, they will be compelled to buy now. This is a basic psychological fact and to deny it is just absurd. If you want to compete with the big boys then you must master urgency in your sales pitch. There's just no way around it.
Creating a Shopping Cart Web Page
By: Kyle Ware | 25/10/2007 | ECommerce
Creating a shopping cart to integrate with a website or to create a shopping cart webpage has always been challenging for small business. It's very difficult without knowing some programming in languages such as Perl, PHP, Javascript to create a shopping cart system. Instead of programming a shopping cart new software can be used.
Business Tips - Performance Based Payment Schemes and 1 Customer = Unlimited Potential Customers
By: Josh Stone | 15/11/2007 | Marketing
Another misconception about business operating practices is the stigma associated with performance based payment schemes. There are two schools of thought in the retail sector about performance based schemes.
Half Dozen Basic Sales Tips for New Salespeople
By: Nick Moreno | 19/02/2008 | Sales
Free sales tips for new salespeople. Learn how to sell and increase sales. Improve selling every day by improving your selling skills. Get the most out of your new sales career and earn and earn a six figure income in sales.
People Love to Buy, But Hate to Be Sold
By: Bernadette Doyle | 29/07/2008 | Business
I'm buying a new car at the moment and I forgot how much fun it is. Choosing the make and model, test driving - and being a girl, of course the colour has a huge influence on my buying criteria ;-)
Think about the last time that you made a...
Tax Loopholes: 3 Ways To Make Tax Laws Work For You
By: By Chris Malta | 30/01/2007 | Business
Many people associate the words "tax loopholes" with questionable accounting practices. But according to tax strategist Diane Kennedy, of http://TaxLoopholes.com, "A loophole is nothing more than a government incentive-tax laws are written to favor people wanting to start businesses because businesses stimulate the economy." Tax loopholes are just legitimate deductions...
Product Sourcing Strategies For The New Year: 5 Ways To Boost Your Ebiz
By: By Chris Malta | 05/04/2007 | Business
There's no better time than the New Year to re-evaluate your product sourcing strategy. You can't look at your product sourcing in 2007 the same way that you did in 2006. Consumer trends cycle and change-you need to understand what buyers want NOW. According to seasoned trend-spotter Lisa Suttora, of...
Got a Question? Ask.
Ask the community a question about this article:
Q&A Powered by:
Latest Internet Articles
Paid Surveys: Basics And Tips
By: James Gunaseelan | 05/09/2008
Online paid surveys are basically market research, and they are being used more and more in the modern day. It's gotten simpler in the previous years for the average person to earn some bucks online. Special skills and a college/university degree are not necessarily required. The only basic things called...
All You Need To Know About Free Stuff After Mail In Rebate
By: James Gunaseelan | 05/09/2008
Everyone wants a free lunch, and surely with the marketing strategies these days it is definitely possible. So what is mail in rebate? A rebate is basically a kind of sales promotion utilized mainly as supplements or incentives to product sales. The most common type of rebate is the mail...
Your Guide On How To Get Free Samples
By: James Gunaseelan | 05/09/2008
These days competition is tough especially among companies that sell consumer products. For nearly all items out in the market, there are numerous kinds of brands that manufacture it. In this case, companies face a lot of competition. On the other hand, consumers are either seeing it as a good...
Make Money With Niche Websites
By: Alison Wood | 05/09/2008
If you want to make money with niche websites then you will find that a powerful piece of software that has just been released will be ideal for you. This software, EZ Niche Builder can help you quickly and easily build and deploy hundreds of sites in any niche. Let's...
Why Article Writing Should be a Major Component of Your Internet Business
By: Westly Lager | 05/09/2008
Learn how articles can play a huge part in your internet business.
Top Home Businesses: How to Pick an Affiliate Marketing Programme
By: Mike Muir | 04/09/2008
We discuss some selection criteria to assist you in selecting an Affiliate Marketing programme
Get Back in Control of Your Life With a Home Based Internet Business
By: David Hurley | 04/09/2008
Many people would like to have more control over their lives. A home based Internet business offers many people the chance to get back in control. Here is some advice to get you on the right track for Internet marketing success.
5 Blogging Tips Every Blogger Should Know
By: Cory Threlfall | 04/09/2008
Blogging is a great way to earn a living and get your views out there on the World Wide Web. No matter whether you are blogging in order to make a living or simply want to express your opinion on a subject near and dear to your heart, there are 5 blogging tips which every blogger should know and follow in order to make your blog a complete success.
More from Omar Martin
Are You Afraid to Sell
By: Omar Martin | 28/05/2008 | Internet
Sense of Urgency is one of the most under rated impulse factors. I have made an incredible amount of sales on my ability to convey urgency alone! If you are able to portray GENUINE urgency to your prospects, they will be compelled to buy now. This is a basic psychological fact and to deny it is just absurd. If you want to compete with the big boys then you must master urgency in your sales pitch. There's just no way around it.
Sell Your Business on the Net
By: Omar Martin | 28/05/2008 | Business
There are many useful ways to advertise your business on the Internet. Placing banner ads, orchestrating an email marketing campaign and tactfully mentioning your business on industry related forums and message boards are just a few of the popular options for Internet marketing.
Build a Huge List
By: Omar Martin | 30/04/2008 | Internet
Internet marketing is all about the list. You could have the best product in the world but if you have no one to promote it to it will just sit in your hard drive collecting dust. Let me tell you why internet marketers love me! Here are 6 things you MUST know if you are trying to build a list.
Selling Online
By: Omar Martin | 28/04/2008 | Internet
Here's 3 simple things you can do to increase your sales regardless of what you sell or where you sell, Internet, face to face, telemarketing, whatever... It doesn't matter. This stuff works everywhere and if you're not doing it your just missing the boat!
3 Expert Sales Tips
By: Omar Martin | 25/04/2008 | Internet
If I had a nickel for every time someone asked me "How can I make more sales?" Well, lets just say, I would have a heck of a lot of nickels! The fact is the answer is different for everyone. I would have to look at your product and analyze your entire process to tell you exactly where the problem is. Lucky for you, there are a few secrets I can share with you to increase your sales right off the bat.
Anyone Can Learn to Make Sales!
By: Omar Martin | 24/04/2008 | Business
So many people out there think that selling ability is a God given gift or talent. This couldn't be further from the truth. The reality is that ANYONE can sell. Selling is a learned skill that requires no special gift or abilities.
Internet 
