Most common reasons objections occur:
1. You have not satisfied doubts or the prospect has questions that you have not answered.
2. The prospect is clearly interested, but wants a better deal, wants something clarified or needs to ask somebody higher up the food chain.
3. Because the prospect doesn’t want to buy from you.
Objections are guaranteed if
- · You have not correctly qualified the buyer.
- · You have not established a need.
- · You have not built rapport with the prospect.
- · You do not come across as credible or trustworthy.
- · You have not understood why clients buy your product/service.
- · You presentation was rubbish!
- · You have not pre-anticipated objections and addressed them in your presentation.
Here are some steps that are guaranteed to overcome objections.
1. Listen to the prospect and understand what it is they are really saying. Is it really an objection, a fob off or a delaying tactic?
2 .Ask if this is the only objection that the client has. If it is and you can satisfy it, they will buy from you, right?
3. Confirm again that this is their only objection. Ask the question in a different way to gain affirmation.
4. Set the objection up for a tie down. Ask the prospect “So if I could prove to you that… would you buy from us” or “would that be enough for you to make a decision?”
5. Satisfy the objection and close by asking something such as “When would you like it delivered?” or Where, you get the idea.
Give this a try and let me know how you get on!
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