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Overcoming Objections
Written by: Harry FrischArticle Overview: Overcoming objections is one of the greatest challenges, if not the greatest challenge, a salesman faces. Many salesmen would rather let a customer walk away, and lose the sale, than have to go past the point where the prospect has told him "No". And what makes overcoming objections doubly difficult is that the objection the prospect has iven the salesman is very often only a "cover-up" for the prospect's real objection. SALESMAN: "So, would you like to sit down and fill out the purchase agreement?" PROSPECT: (thinking the same product is available down the street for less money, but not feeling comfortable saying so) "Not now. I'll need to think about it... (thinking he'll just drive down the block and buy it from the competitor).
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Overcoming Objections
Overcoming objections is one of the greatest challenges, if not the greatest challenge, a salesman faces.
Many salesmen would rather let the customer walk away, and lose the sale, than have to go past the point where the prospect has told him “No”.
And what makes overcoming objections doubly difficult is that the objection the prospect has given the salesman is very often only a “cover-up” for the prospect's real objection.
SALESMAN: “So, would you like to sit down and fill out the purchase agreement?”
PROSPECT: (thinking the same product is available down the street for less money, but not feeling comfortable saying so) “Not right now. I'll need to think about it…and check with my accountant” (he actually has no accountant). “I'll get back to you later” (thinking he'll just drive down the block and buy it from the competitor).
One of the underlying factors that makes overcoming objections so challenging is that unless the salesperson knows how to get and keep the prospect in good, open communication, the salesman often doesn't even get to discover what the real objection is, as in the example above.
Perhaps the greatest challenge in overcoming objections is, since objections can come at the salesman at any time during the sale and in every form imaginable, unless the salesman has command of a simple, easy-to-use system for overcoming objections, no matter where in the sale it appears and no matter what sort of an objection it may be, the salesman will tend to do a haphazard job of attempting to handle the objection, or make no attempt at all.
In Chapter 7, Closing, and Chapter 9, Overcoming Objections and Other Trouble Shooting, in the sales training manual, HOW TO SELL – Clear and Simple, you will find the simple and easy-to-use, four-step system for effectively overcoming objections of all sorts, no matter where in the sale they come at you. You will be amazed how much more confident you feel, after reading these two, short chapters, and how much more willing you will be to take on the once seemingly insurmountable challenge of overcoming objections.
(c) 2006, Harry Frisch, STI Publishing. All Rights Reserved.
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About the Author: Harry Frisch RSS for Harry's articles - Visit Harry's website Harry Frisch is the author of the popular new sales training book, available at www.HowToSellClearAndSimple.com Mr. Frisch has won numerous awards, selling a remarkably wide range of products and services to all levels of business and industry, as well as retail to the public. (Partial list includes: ReMax real estate, Saturn automobiles, audio-video equipment, specialty clothing, Honda automobiles, self-improvement courses, big ticket in-home sales, fine art by phone sales, door-to-door book sales... just to name a few.) In addition to being a Master Salesman, he is an accomplished writer and humorist, an inspiring educator, an in-demand business consultant, and an expert in the field of human behavior. Mr. Frisch earned his B.A. from Boston University and did his graduate work at the University of Michigan and Hunter College, and has additionally been affiliated with City College of New York (CCNY) and New York University, (NYU). Mr. Frisch is also the author of HOW TO BE A SUPER SALESMAN…and Still Respect Yourself in the Morning, and the powerful HOW TO SELL -- Clear and Simple Course. To receive his newsletter of sales tips, write Newsletter@STIPublishing.com Click here to visit Harry's website Selling Techniques 101 Sales Training Techniques that Work Sales Training Materials that Work Presentation Skill The Secrets to Creating Customer Satisfaction |
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