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How To Handle Objections Like The Politicians Do
| Guest post by: Alen Majer |
Article Overview: To see a fresh approach about how to handle objections during a sales presentation, smart sales professionals can take lessons from smart politicians.
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Free Download - How to Handle Price Objections - Part 2 By Alen Majer |
How To Handle Objections Like The Politicians Do
To see a fresh approach about how to handle objections during a sales presentation, smart sales professionals can take lessons from smart politicians. You share a lot of goals with them, but they have one big drawback that most marketers never face; the politician has nothing real to give the person at the time he is seeking something quite real from them, like money, votes and support.
The politician takes a four-step approach to handling challenges.
First, listen to the objection carefully. Don't rush to meet the objection head on. Don't let the fact that the question interrupted your momentum and the flow of your presentation annoy you into a curt or dismissive comment. The best approach in how to handle objections always begins with the phrase, "Yes, and...."
Next, refine and narrow the question with your own questions. This uncovers the real scope of the objection, as opposed to only rhetorical challenges. It also exposes and isolates the person who is simply opposed to your presentation on general principles, as distinct from the person open to compromise and persuasion. You can restate the question, but never distort or minimize it. This is a tactic used by desperate meeting facilitators and hard-sell artists, and most people recognize it, even if only unconsciously.
There's a point where you want to suggest a "lay all your cards on the table" approach which gives you clear targets and paints the challenger into a corner with his own words. This is key to how to handle objections, because once his points are addressed he cannot honestly bring up new ones. "Is fuel mileage your only concern with this car, or do you just not like its looks?"
By now you should be seeing a solution. Use positive phrases, such as "Yes, that is a very important question that leads to an equally important point we are making about our product....." Most politicians have a deep supply of such stock phrases they can roll slowly off their tongues when most of their brain cells are working quietly on the final details.
Finally, frame your answer in the form of a solution for everyone. Stress what you give up, like a discount or an added feature. You're being reasonable and more than generous, so invite the challenger to do the same. Seek confirmation that your answer is understood and accepted.
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Article Tags: handle objections, handling objections, handling sales objections, how to handle objections, how to handle sales objections, Objection Handling, objections, overcoming objections, overcoming sales objections, sales objection handling
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About the Author: Alen Majer RSS for Alen's articles - Visit Alen's website Alen Mayer, Canadian Sales Expert, is fiercely committed to guiding Entrepreneurs and Sales Professionals to improve their sales knowledge and skills so they can achieve extraordinary sales results, close more sales effectively, and learn more to earn more. If you are looking for a proven Sales Expert who will show you new ways of getting more clients in less time, how to book more appointments by fighting phone resistance, and learn new ways of handling excuses and objections to excel in sales, you've come to the right place. With 20 years in sales and 10 years of experience working with amazing clients with similar worries and concerns and guiding them to achieve remarkable success, my mission and commitment is to help sales people achieve their goals faster than they would without my guidance. I am living proof that you don't need to be a natural-born salesperson to be successful in sales. What lights me up about this work and what sets me apart from other service providers is that I believe that sales is a process and that process can be taught. You always need training. A great salesperson is always trying to make him or herself better. Alen is author of these books: ■ Selling IS Better Than Sex - www.SellingIsBetter.com Sales Training Programs: ■ Get More Appointments TM Summary: - 20+ years in international sales and business development, 10+ years in sales management, coaching and training Alen has inspired audiences from St. John's to Vancouver, and across North America and Europe. Whether a business conference, association meeting, or other event, every aspect is planned and coordinated to maximize attendee value. As keynote speaker, Alen achieves your objectives. To book Alen Majer, one of Canada's top sales experts, please send an email to alen@alenmajer.com.
Click here to visit Alen's website   3 reasons why you lose a sale |
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Re: Obama or McCain?
- [quote="Evan":2ej407hf]For our international readers, who would you vote for if you could and why?[/quote:2ej407hf]
Maybe it sounds cynical, but I don't know if it really matters who is in office or if people even vote. Politicians can promise economic growth, lower education fees, cheaper gas prices, change and growth... but the more important question is will either person deliver on those promises?
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