Questions That Encourage Short Or Single-Word Answers Are Known As Five Proven Sales Tips to Manage Objections

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Five Proven Sales Tips to Manage Objections

Many sales are lost because a sales representative does not know how to address a prospect’s first objection. The sales representative can either: let the objection stand with “thank you” and a sincere follow-up statement, or put the potential customer on the defensive with a statement that seems argumentative. Both choices are bad for business because they don’t result in a sale. Often, the objection given by the prospect is not even the real reason for not buying. To find out the real reason, consider the following five sales tips for handling objections.

  1. Recognize that all objections are questions in disguise. Try to turn the objection into a question by saying, “That raises a question. The question is ? Is that the question?” This results in a simple yes or no or they rephrase the question so the sales representative can answer it. If they say no, continue asking them what the question is in their words. As an example, the prospect says, “That sounds good; I just need to think about it more.” The sales representative replied “That brings up a question, the question has some key points you’re not sure about. Is that the question?” If they say yes, then now the sales representative is opening a dialogue. If they say no, answer “What specific questions do you have in mind that you should consider?”
  2. Keep the dialogue alive with the “clearly you” technique to stay on the road. This technique works especially well with emotional conflicts. Listen for emotional cues that include always, never, every time. Then reply with “Obviously you have a reason for saying that. Why don’t you ask what that is?”
  3. Always ask questions that can tell the futurerather than giving short “Yes/No” answers. The more people talk to the prospect, the more they know about their business problems. Even the best sales rep can’t sell a solution if the problem or pain isn’t identified in advance. Knowing the customer’s needs makes it easier to tailor the marketing message.
  4. Stay on track with the “example only” technique. Don’t let objections get in the way of the sales process. Instead create a scenario that takes the current objection out of the picture. For example if the customer considers the price to be higher than the cut price, say something like “Supposing price is not a consideration, are the benefits I’ve shown you worth?”. It is designed to dispel real objections and keep the marketing discussion going as it encourages dialogue. It is often used by amateurs to close sales with phrases like “If I can meet your price, will you buy now?” This drives away a prospect who may just be using the price objection as a smokescreen or who can’t clearly see the benefits.
  5. Not “but” the customer. Using the words “but” or “however” often seems like a rationalization for a bad solution or starting another side of an argument. Instead of telling the customer why they are wrong, use an “and” question like “And why did you say that (or feel that way)?” The word “and” conveys a message of association rather than a pending argument.

In summary, prepare for objections before meetings. Think about all the potential objections the prospect might come up with and figure out the best way to handle each one. Then practice handling objections in role plays with others before meeting with potential customers.

Use these five marketing tips for handling objections to find the real reason the prospect is reluctant to buy. Don’t just leave a sale on the table by accepting the first objection. Instead, learn to handle objections and ask the right questions to increase sales rather than lose them.

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