Cutting Through Stalls and Objections There’s only one person who is qualified to handle a prospect’s stalls and objections, and it’s not the salesperson. It’s the prospect. If stalls and objections frequently come up in your sales calls, it’s a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen:
• It helps your credibility when the prospect sees that you're not afraid to bring up stalls and objections, even before you're asked. This promotes a feeling of trust.
• You remain in control, not the prospect.
• You can save time and get down to business faster and easier.
Here’s how you can handle stalls and objections up-front:
"Art, sometimes when I talk to people about what we do – and it may not be the case here – sometimes they tell me one of the following: They see all vendors as being the same; they hate the idea of going through the process of whom to select to provide this product (or service); they had a bad experience the last time they tried someone new; or they’re not sure which direction or application will be best for them. Which of these, if any, Art, is a concern to you?"
The idea is to take three or four of the most common objections – those that you hear most often – and phrase them in a multiple-choice question that prompts the prospect to select one or more. This technique smokes out an objection that might get in the way of your progress later in the presentation.
When your prospect selects one of the objections, you then reverse by saying:
"Really? I’m surprised by your answer. Why did you pick that one?"
Probe a couple more times to find out the real objection. Then, decide if the prospect’s objection will be a problem, or if you can handle it later in the presentation.
Cutting Through Stalls and Objections - To learn more about this author, visit Andrew Wall's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
Cutting Through Stalls and Objections
|
| |
There’s only one person who is qualified to handle a prospect’s stalls and objections, and it’s not the salesperson. It’s the prospect. If stalls and objections frequently come up in your sales calls, it’s a good id...
|
Handling the Greatest Source of Failed Closes
|
| |
Sales objections can appear anywhere along the way of a sale. Whether voiced or unvoiced, sales objections are the single greatest source of a sale failing to successfully close.
|
How to avoid objections during your sales presentation
|
| |
Handling customer objections at the end of the sales meeting can cause you a lot of grief and frustration and sometimes lose you the sale, well here is great tip on how to avoid this ever happening to you.
|
On the Cutting Edge of Time - Part 1
|
| |
Where would we be without Time? And where would Time be without us?
|
Stress-Free Selling® - The Power of Belief
|
| |
Ah, the power of conviction. If we believe our prices are too high, we create price resistance. If we believe our prices are justified, appropriate, a good value, worth what we're asking, watch price objections dwi...
|
|
|
Andrew Wall
(Visit Andrew's Website)
Sandler Training is a Global Strategic
Management and Sales Training
organization. With over 220 training
centers around the world, hundreds of
thousands of individuals and thousands of
companies have embraced the Sandler
Training Strategic Management and Sales
principles to take their business to the
next level.
Sandler Training works with clients that
may be as individual as entrepreneurs to
global corporations to provide a “breath
of fresh air” to their Business
Development and Management activities.
Andrew Wall is the owner of the Milton
Sandler Training center. Sandler Training
Canada recognized Andrew’s business with
the Award of Excellence 2007 for Canada.
If you are serious about embracing new
Behaviors, Attitudes and Techniques to
catapult your business to the next level,
then contact Sandler Training at
905-864-9915 or visit www.wall.san
dler.com.
|
|
|
|