First let me start out by saying, that I have specialized in the Home Improvement industry line of sales for quite some time. This is the reason that many of my ways
to handle objections, are tailored the way they are.
With that being said, I have also sold cars,
was a Commercial Real Estate Agent,
and was the nationwide, top selling salesperson,
for one of the largest digital sign builders in the Country.
The one thing that has held true in the businesses
that I have been involved with is this...
If you cannot logically, and with conviction,
handle objections that will arise.
You are going to get your
proverbial butt handed to you, with regularity!
And have one very irritated spouse, that's a guarantee!!!
Many of the ways I will show you how to handle objections, can cross over to any sales genre. Many of the ways to handle objections, will in some way be a mixture of another "rebuttal" (the actual term of how to handle an objection),
so pay attention.
Also, make sure that you actually write these down, not just read them. You are forcing your subconscious mind to place these within the library of your mind. You need to have them within your mental warehouse. Writing them down and practicing them, forces your mental librarian, to have access to these when they are needed. And trust me they are needed.
Many of the ways to handle objections,
that I use with regularity,
I gleaned from the car industry.
I am forever grateful for my time
I had in that industry.
I learned how to one call close in the car biz.
Because of what I was taught,
I was able to mold what I learned.
This enabled me to excel
in my other sales experiences.
Which in turn, has made me the
"one call Master Closer, "I am today.
What I am showing you, can be modified and molded,
to suit whatever style of sales career path you
select to be involved in.
With that being said, I am going to provide you with some of the most common objections and smokescreens, and ways to overcome them. And keep the sale headed towards the close.
Please understand one important item here.
Will these work 100% of the time?
Absolutely not.
However, if you don't understand how to handle objections and smokescreens on some basic level, your toast!
Gone are the days of:
"If I could, would ya'?"
SERIOUSLY?
THAT'S THE BEST YOU CAN DO?
or demeaning rebuttals like:
"Well customer, if you need to go and ask your father if it is ok,
to make a decision to buy my product.
I will call my daddy to see if it is ok to sell it to you."
C'MON, WOULD YOU BUY FROM SOMEONE,
WHO JUST TREATED YOU THAT WAY?
or intimidating your customer with stupid,
rude rebuttals such as:
"Customer, when you are actually serious
about taking care of this, give me a call.
I only deal with people that are serious buyers."
WHAT A DICKHEAD WAY TO RESPOND!!!
or one of the oldies
"Customer, if what you are telling me is that you need to have your wife here in order to make a decision, it seems to me, that I am not dealing with the right person here. So, your wife is the person who wears the pants in the family? Why don't you get in touch with your Mommy, so we can get this taken care of."
YOU KIDDING ME HERE!
I have seen customers,
nearly beat the living crap out of someone,
who used this style of selling.
I know that those examples were rather harsh,
however I have seen guys use these bullshit,
intimidating style of sales tactics for years.
They may sell some deals, however NO ONE, ever refers them to another person. If you are not able to have at least,
22% to 30% of your yearly business come from referrals,
you are doing something very wrong.
If this is the kind of salesperson you are now,
or are expecting any information that I impart to be,
It is time for us to part company.
You know what, in this new digital age,
you pull crap like that now, YOUR FREAKIN' DONE.
This style of audacious behavior,
has no place in today's kind of selling. It's time to change.
If you possess a sincere desire to get better,
I want you here.
If not, adios.
So, if are you ready to get down to the "Nitty Gritty," of how to handle everyday common objections, in a sincere, caring way,
Let's do this.
Before we dive into this, go back and read,
the process on how to handle objections.
By grasping this,
it makes overcoming objections so much easier.
Link Below
Now, Let's get a move on....
"I can get this cheaper somewhere else"...
One of my personal favorites,
you had better know how to shut this down quickly,
and defend the pencil.
Link below
"Right down the street, I can get it for less Money"...
The graph close is another way to shut down,
I can get this cheaper somewhere else.
Link Below
"Wow, that's a lot more than we expected it to be,
is that the best you can do?"
You better know how to handle this one big time to maintain
your gross, or you will be giving away money all the time.
Link Below
"We need to think about it."
Your customer's level of certainty is not there yet.
You need to get this locked down while you are with your
customer immediately when you are in front of them.
Link Below
"We're hungry and we need to get something to eat,
we will get back with you tomorrow"
This comes up quite a bit, however this is not an objection,
it is a smokescreen. You need to find out the real objection.
Link Below
I am excited that you are taking the time to elevate your game. You need to have immediate ways to overcome objections in you library. Task your mental librarian to recall these.
This librarian wants to come to your aid,
but this entity needs a mental workout.
So place this librarian on a mental treadmill, and get to it.
You don't get physical gains
unless you commit to working out,
your mind is no different.
Proud of you
Da Bear