Before we dive into this subject, I want to address something right off the bat. Do not get freaked out over objections. They are going to happen, it is part of the sales process.
I would argue that OBJECTIONS are necessary,
in order to form a solid sale.
When a person throws an objection at you, it means that they as a consumer are interested in what you have. They however, have a few concerns that you as the salesperson need to handle so they can run the ball into the end zone.
If you think that every person you deal with is going to be a lay down, you are in for one serious rude awakening.
If you are going to base your sales income on the
1 in 15 or 20 that are laydowns,
YOU WILL HAVE EXTREMELY SKINNY KIDS
There are many coaches out there who teach processes that work. What I am doing here is explaining to you the mindset I have while using mine. It is a simple process to grasp. I have used this process for years, and it works like charm. It will need to be practiced, you just cannot read it once and be an expert. So spend some time and practice, it's just that simple.
So what is an objection?
Let me give it to you in the way
one of my old trainers used to tell me.
"Bear, as of yet, you haven't given a good enough reason, for the person to make an educated decision.
Always remember, People buy with their head,
their heart and their pocketbook.
Once you have addressed those 3 items,
immediately, with no reservation,
shake your clients hand, and
hand the pen over, it's time to write a contract."
No truer words for a salesman
have ever been said.
Tom J, if you are reading this,
thank you my friend.
I owe you a sincere debt of gratitude.
You are still to this day,
one of the best one call Master Closers,
I have ever seen.
So how do you do it.
No matter what objection is given to you,
I want you to repeat it back to your prospect.
"Hang on a minute Bear, I was always told
not to pay attention to the objection, and it will go away."
I can hear you now.
Let me ask you something, if you asked someone a question
and they did not address it, they IGNORED YOU.
How do you feel when you are ignored?
Now place yourself in the position of the customer,
who you are asking to open up their wallet,
and spend money with you.
They need to want what you have,
more than they want the money in their wallet.
You won't be able to accomplish this
if you are ignoring them.
Would you spend money with someone
who just ignored a question you asked them?
Of course not, so what makes your prospect's situation any different?
That old Bullshit of ignore the question,
and it will go away, is belittling and insulting.
You just came off as an asshole to your customer, and they will repay your indifference by not rewarding you with a sale.
Always remember, the customer is the one
who is paying you, not the company you work for.
Remember, repeat the question back to your customer,
it shows respect.
Example:
Customer:
"I think the price you are asking
for that new A/C unit is too high."
Salesman:
"Mr. Customer I know you have a reason for saying that. So when you are saying the price is too high for you, would you mind being a bit more specific as to why you believe the price is too high."
THE SALESPERSON NEEDS TO SHUT UP
AND LET THE CUSTOMER TALK.
The salesperson is still in control, however there is now a two way conversation. This customer now wants to trust the salesperson, because the salesperson is now giving them a reason to do so.
Example:
Customer:
"I need to think about it."
Salesperson:
"Mr. Customer, I completely understand, of course you need to think about it."
"To this point, I haven't provided you with enough information, to not give some it extra thought." "How about I give you a quick proposal, so you have some food for thought, it will take me only about 5 minutes." "Would that be okay with you?"
(NOTE: The salesperson needs to go right back to the presentation after addressing this.
No matter what stage of the presentation they are in. )
The salesperson is still in control,
and did not lose his cool saying stupid things like,
"its a good deal, why do you need to think about it?"
The salesperson is keeping the sale moving forward,
without being abrasive.
And is right back into the presentation.
THERE IS NO NEED TO BE ABRASIVE!!!!!
The salesperson may not have handled the objection completely yet, however the customer is feeling heard.
The salesperson is becoming the ally of the customer,
and the customer actually feels different toward the salesperson.
WOW, what a difference.
The salesperson is addressing the issues, hearing the customer,
and setting the customer at ease.
The Salesperson is actually listening.
WHAT A CONCEPT!
The old ways of trying to beat your customer
into submission do not work.
Any person who is selling in this current environment knows this.
DO NOT EVER BECOME
ABRASIVE OR CONFRONTATIONAL.
There are far too many choices nowadays
for a customer to spend their hard earned money.
If you want it to be with you, use your head.
Would you spend your money with someone
who just got Confrontational with you?
Put yourself in the shoes of your prospect.
People when spending money, need to be shown respect.
The last item I want to cover, is to watch your emotions.
I have seen far too many salespeople get completely rattled
when a customer gives an objection.
Their countenance changes.
They become "red in the face"
and their smile disappears.
The little vein on the side of their neck starts to appear,
and then they start getting COMMISISON BREATH,
and the sale literally starts to walk out the door.
If you do not have complete control over your emotions,
you will kill the majority of sales opportunities that come come near you. The prospects will literally turn and run away.
Remember to always have your smile on during your presentation. You actually wear your smile. When you take your smile off, your sale will ALWAYS BE AFFECTED. This is true management of your emotions. No matter what occurs, you have the choice to be in control. So do it.
Manage your emotions,
do not let your emotions manage you.
Da Bear