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How to Handle the “I Am Not Interested” Objection
| Guest post by: Alen Majer |
Article Overview: Being able to turn a negative viewpoint into a positive profit is a transaction sales people and consumers will mutually benefit from. The techniques outlined below can help you identify, address, and nullify objections that keep you from making sales.
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Free Download - How to Handle Price Objections - Part 2 By Alen Majer |
How to Handle the “I Am Not Interested” Objection
If you've been in sales any length of time, you are familiar with objections. They stand in the way of your goal; closing a sale. The path to success lies in how to handle objections effectively. Being able to turn a negative viewpoint into a positive profit is a transaction sales people and consumers will mutually benefit from. The techniques outlined below can help you identify, address, and nullify objections that keep you from making sales.
Task one: mental preparation and personal perception matter, so make them a priority. If you have a negative view of consumer sales resistance it will affect the sale of your product. Your audience can hear, see, and feel your attitude toward them and the pitch you're making. If you give them the impression they are being "sold" everyone is likely to leave the appointment empty handed. Instead, keep your body language positive and your approach friendly. If you come across an objection you haven't heard before, don't beat yourself up. Embrace the opportunity to learn. Your response may be rough at first, practice it and you'll do better the next time around.
Task two: learn the difference between an excuse and an objection. Addressing all negative responses as objections is a common mistake when learning how to handle objections. How do you know the difference? Ask, listen, and respond/resolve. If a consumer says, "I'm not interested" start by asking qualifying questions. A response like that is a generalization used to shut down the conversation. Instead of walking away, offer an affirmative alternative like, "I understand how you feel. I've talked to many people who feel the same way, but after a short meeting with them I've heard comments like, "I had no idea you could do that. Let's meet and talk about this in more detai.l Afterall, it never hurts to take a second look." After satisfying the objections if their response is still negative, it's an excuse, not an objection. In other words, it's a sale that won't close. Politely end the appointment and move on.
Task three: learn to stop objections before they start. As you become more comfortable in sales, you'll recognize objection patterns that consumers use. Integrate the objections and answers into your pitch. If disinterest is a common issue make the "second look rebuttal" part of your presentation. You'll close more sales if you address/reduce purchase barriers right away.
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Article Tags: customer needs, handling objections, Objection Handling, objections, price objection, sales effectiveness, sales resistance, sales success, Selling Process
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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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