How to Conquer Objections & Explode Your Sales Performance!
- by Gavin Ingham
(c) Gavin Ingham. All Rights Reserved.
http://www.BookShaker.com
In the fast-moving, high technology markets of today there
is more competition and less differentiation between
products than there ever has been. For businesses it is
paramount that time is used efficiently hence the initial
resistance to sales approaches. This, combined with many
salespeople's fear of the word "objection", results in an
adversarial approach with the client making the process a
negative experience for both.
Fear of rejection is one of the most debilitating emotions
to have as a salesperson. Most salespeople acknowledge this
yet my experience as a sales coach would suggest that the
vast majority of people involved in sales are very poor at
handling objections. This inability to master this important
art results in lost sales, lost revenues and lost clients.
Ouch!
Most objections which salespeople cannot handle effectively
turn up in new business calls so in this article my aim is
to outline two simple strategies that could change your
whole outlook to canvassing...
Strategy 1: Ignoring or merely acknowledging the objection!
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Having listened to literally thousands of sales calls in
industries as wide ranging as banking, IT, telecomms,
recruitment, estate agency, car sales and insurance I am of
the opinion that the vast majority of objections are neither
real nor worth answering in any detail. These kind of
blanket objections are scattered around by clients because
they know what a devastating effect that they will have on
90%+ of sales people. And most of the time - they're right!
Whilst I teach the most amazing of objection handles three
of the most important are...
"Yes" ... "No" ... and "That's fine!"
With these simple words up to 80% of initial objections will
literally melt away...
Try these simple closed question objections...
"Is this a cold call?"
"Are you trying to sell me something?"
"Are you a cold caller?"
Answer...
"Yes" or "No" - "The reason for my call was to..."
Or what about these more difficult objections...
"We've got no budget!"
"We've got no need!"
"We have an existing supplier!"
...
Answer...
"That's fine. I'd still like to..."
Try it - it works. Not all of the time but an incredible
amount of it!
Strategy 2 - People buy people so sell on relationships!
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People buy people. If everything else were equal wouldn't
you buy from the person that you liked the best? Of course
you would and so do your clients. This may seem obvious but
it's a fact that's often overlooked by most salespeople.
This is a shame because it's a fact that we can use to great
advantage when selling.
Most clients are worried that you are going to push
something onto them that they don't want. Why? Because we've
all experienced salespeople in our lives who do this. By
focusing on the relationship and not on the sale you start
to put your clients more at ease. This allows them to stop
worrying that they are about to get "pitched".
When I teach this simple technique to delegates and they get
on the phones and try it they are always amazed at just how
effective it really is.
Objections:
"We've got no need..."
"We've got no budget..."
"It's the end of the financial year..."
"It's not my decision..."
"You need to speak to someone else..."
"Etc.
The "Building Relationships" Answer:
"That's fine. At this point most of my competitors would ask
you when you do have a budget and arrange to call you back
then. We at ... (name company) ... believe that business is
built on relationships and I would still like to invest the
time in getting to know you now. Tell me John, how...?"
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Gavin Ingham specialises in maximising sales performance
under intense competition. Get Gavin's book acclaimed
book on selling, "Objections! Objections! Objections!"...
http://www.bookshaker.com/product_info.php?products_id=117
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keywords: selling, sales, objections, handling objections,
objection handling, boost sales performance
