Tackling Objections And Concerns When They Arise

1. There can be no sells without objections. Objections are just signs of the customer showing interest in your product or service.

2. Successful sales have twice as many objections than unsuccessful sales.

3. At each sales call you can count on at least six objections to overcome if you are to be successful. This is a fact you can count on so prepare yourself for it.

4. I like answering all objections before the customer can bring them up. You can do this by putting yourself in the shoes of the customer. Ask yourself what are some of the concerns you would have about the product or service you provide and prepare yourself for such a question to arise during your sales consultation.

5. Treat objections like requests for more information. Most of the time people just want to be sure about what they are about to purchase. They are looking for reassurance and nothing more.

6. Always compliment the objection from the customer and ask the customer to tell you more about their objection and most of the time they will. By you doing this will help you find out what the real reason is behind the objection.

7. When a customer is informing you about an objection or concern they have you will want to be patient and let the customer express their feelings fully without interruption. You will find out more by doing this than being rude and interrupting the customer.

8. Obviously the customer has a good reason for the objection or concern. Feel free to ask them what the reason is.

9. Here is a saying I use to help a customer relax when first meeting them. If a customer brings up a objection or concern that you yourself have experienced you can use the; (feel, felt, found,) response. “I understand exactly how you feel.” “Others felt the same way.” “But this is what they found out once they started using the product or service.”

10. Responding to price objections: Did you know that 94% of the time people will not purchase from you because of price. This is why it is very important that you express the value the customer will receive by purchasing your product or service. If a customer brings up a price issue, you will want to ask the following questions:

1. “Why do you say that?”
2. “Why do you feel that way?”
3. “Is price your only concern?” “or is quality, service, and/or warranty important to you as well?”
4. “How far apart in price are we?”

11. And if the customer is still haggling over the price you may want to ask the customer this question; “Mr. Customer, I know price is important to you. May I come back to that in just a moment?” By doing this will allow you cover other aspects of your presentation that may address the customers original price concern.

12. If a customer is unyielding about how much the product costs, you can respond to them by stating: “The best part is, if you are not satisfied with the product or service there is no charge.” Only state this if it is true.

13. When presented with an objection or concern from a customer you will want to answer the objection or concern immediately, provide proof, confirm with the customer that the objection has been satisfied before going forward of the customer will continue to bring it up until it is satisfied. Once satisfied, proceed with your presentation.