|
|
Like this article? PLEASE +1 it! |  |
|
Cutting Through Stalls and Objections
Written by: Andrew WallArticle Overview: 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:
 |
Free Download - You Talk Too Much! By Andrew Wall |
Cutting Through Stalls and Objections
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.
Most Frequently Requested Help
Stress-Free Selling® - Easy Ways to Avoid Price Objections
Handling the Greatest Source of Failed Closes
How to avoid objections during your sales presentation
Stress-Free Selling® - The Power of Belief
Article Tags: bad experience, choice question, credibility, last time, multiple choice, objection, objections, phrase, salesperson
|
About the Author: Andrew Wall RSS for Andrew's articles - Visit Andrew's website  Click here to visit Andrew's website   Did You Get Any Referrals Today Handling Irate Customers Allow Them to Vent Forming a Successful Sales Team Sales Manager Excuse Dreading a Sales Meeting The Thermometer Close |
Related Forum Posts
Why Should I Make a Budget?
- You say you know where your money goes and you don’t need it all written down to keep up with it? I issue you this challenge. Keep track of every penny you spend for one month and I do mean every penny.
You will be shocked at what the itty-bitty expenses add up to. Take the total you spent on just one unnecessary item for the month, multiply it by 12 for months in a year and multiply the result by 5 to represent 5 years.
That is how much you could have saved AND drawn interest on in just five years. That, my friend, is the very reason all of us need a budget.
If we can get control of the small expenses that really don’t matter to the overall scheme of our lives, we can enjoy financial success.
The little things really do count. Cutting what you spend on lunch from five dollars a day to three dollars a day on every work day in a five day work week saves $10 a week… $40 a month… $480 a year… $2400 in five years….plus interest.
See what I mean… it really IS the little things and you still eat lunch everyday AND that was only one place to save money in your daily living without doing without one thing you really need. There are a lot of places to cut expenses if you look for them.
Set some specific long term and short term goals. There are no wrong answers here. If it’s important to you, then it’s important period.
If you want to be able to make a down payment on a house, start a college fund for your kids, buy a sports car, take a vacation to Aruba… anything… then that is your goal and your reason to get a handle on your financial situation now.
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: Jeff Ogden, B2B Lead Generation Strategies
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
February 2012 Top 100 Leadership Experts to Follow on Twitter
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Igniting Your Unstoppable Business Destiny
What is the bottom line to you?
Providing Feedback
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.