Thursday, July 26, 2007

Here is part 4 of our 10 week Thursday's 3 Minute Sales Tip Countering Objections: Know Why People Say No

Dear Friends,

Last weeks sales tip was Beyond the Entrepreneur: Becoming a Business Owner

Here is part 4 of our 10 week Thursday's 3 Minute Sales Tip Countering Objections: Know Why People Say No

1. Actions Speak Louder Than Words
2. Ask for Referrals
3. Beyond the Entrepreneur
4. Countering Objections
5. Finding Your Niche
6. Focus on Your Sales Strength
7. Knowing When to Say No
8. Don't Talk, Listen!
9. Negotiating Like a Billionaire
10. Sell Yourself to Prospects

Countering Objections
Know Why People Say No

Not every objection can be overcome, but they can all be countered, so you should always have a rebuttal in store. If you don't have years of experience, or a trainer to guide you, you can find yourself blindsided by the most obvious objections and hesitations.

There are three basic reasons for most objections:

Lack of trust or rapport.
Have you ever decided against a sale because you didn't like the person selling to you? Most people have experienced this at least once. Those of us in sales need to know how to avoid this
issue altogether:
  • Don't try too hard.
    You're not a comedian. The occasional joke is fine, but nothing rubs people wrong more than repeated, failed attempts at humor.
  • Don't talk so much.
    Get people talking about themselves, show interest, and ask questions; the more interest you show in them, the warmer they'll feel towards you.

Lack of immediate need.
If your prospect doesn't understand why they need you, and why they need you now, then they probably won't buy, no matter how much they like you. Retrace your steps, and make sure they agree with each point of your pitch. "Would you agree you need…" is a fantastic way to delve deeper into their objections.

Lack of money.
If this is the real reason, there's little you can do. The good news, however, is that it's usually not the real reason! It's simply the easiest one to throw out when the customer doesn't want to say, "I don't know you well enough yet."

Learn how to find the real objection.
Ask additional questions, and don't be embarrassed to say, "I sense you're a little hesitant. Can I ask why?"

Maybe they're worried about sounding dumb if they ask an obvious question; maybe they had a different picture in their mind.

Whatever the case may be, find out if it's a giant objection, or a minor obstacle, and go after it accordingly.

By practicing how to handle objections, you'll exude confidence, which in turn brings trust.

Stay tuned for more 3 Minute Sales Tips for improving your business!
See you next Thursday for tip 5. Finding Your Niche

Thanks for spending 3 minutes with me...
The best is yet to be!

Your Trusted Advisor For Life.
Jeffrey Stanton

You read Jeffrey's Journal every week because you, like me want the best for yourself.And you, like me want to build a strong referral based business.Who else like you, like me loves referrals that you can share this blog with right now?

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