Some Advice On Overcoming Sales Objections

Would you drive a car without insurance ? What about your home, is it insured ? I consider the skill of Overcoming Sales Objections as an insurance policy that every sales person should have. Otherwise it's just inviting disaster.

One of the worst things that salespeople do, or should I say don't do, is that they do not practice handling the specific objections that often come up in their industry. Then they compound that lack of preparation and lack of professionalism by responding inappropriately when objections get raised. Attacking a prospect, questioning their motives or their ability to spot a good deal and make a decision plainly do not help the situation. I don't (or shouldn't) need to tell you that's the wrong response when handling objections.

You need to have a positive attitude towards objections so that you truly welcome them. Remember, there's no such thing as a perfect product or service, every product has some problems. Keep in mind that the mere fact that a prospect has raised an objection means he has mentally tried your product and thought about whether it fits his circumstance. After all, the more information the prospect has, the easier it is to make the sale. So, objections are part of the process that results in the prospect getting the information he needs to decide to buy.

One thing to remember about dealing with sales objections is that the mere fact that an objection is raised means they are thinking about your offer and evaluating it. They would not spend the mental energy evaluating your offer unless they perceived some value in what you are offering. So, after you listen patiently and intently to them, showing genuine concern and sincere interest, qualify the objection as real and understand the objection you must always return to the value you have established for your offering. Remember the value is there, they appreciate it's there and frankly if the value is sufficient they'll overlook any objection in order to get something that's valuable enough to them.

Let me give you one way of overcoming sales objections. Often when a customer raises an objection they will say something like. You product looks good in terms of blah but it's too expensive. You can turn this around with "the but flip". You would use this by responding to them like this, "Oh, I see our product is somewhat expensive but it really looks good in terms of blah, doesn't it?" You see "but" acts like a mental eraser and rubs out all that's come before it in an utterance. So, when you mention their objection first, then "but" and follow with what they liked about your product you leave them with what they liked about your product in their head. And one of the best ways to make sales is to keep YOUR product in the mind of your customer.

Of course there is much more information on how to handle sales objections available at my website.