For years I have been asked to teach sellers and sellers techniques to deal with objections. There is a logic behind this, and I teach this logic in my book Sales Logic: Objections can bring a business to a standstill, but how you respond to objections can win or lose a sale. Your pipeline is clogged with customers you can’t commit to, your customers and prospects don’t buy or you won’t get rid of them.
They want to do everything possible to ensure that they do not come out in the first place, but one important thing a seller can do is to understand this. If you are really interested in your customers and their business and have a high quality conversation, objections can be minimized. Any sales objection will be a bit angry with the customer, so minimise your objections.
If you sharpen your sales skills to identify the true reasons and understand why your outlook cannot continue, you will gain more if you discuss it earlier in the sales process, if it does not become a breach of contract but still comes out. Understanding when objections arise during the sale process is the key to overcoming an interested party’s objections.
If your prospective customer is not sure about your offer, work out how to articulate your value proposition to the customer. If you get rid of it, then you need to be earlier to do it with the potential buyer. However, when it comes to reducing costs, you can develop a sales pitch to negotiate confidently. The negotiating position is the most important part of the sales process and the key to sales success.
You’ll also be amazed at how often it’s enough to get a deal done, and how much it costs.
When your company sells a product that is the first – of its kind – you have to prove that your product is long-term and not just a fad that fades as fast as it comes. If you change your mind, tell them about the positive feedback you # ve received from other customers, give them the statistics you have on how the product can improve on these metrics, and convince them that it is worth a shot.
You will find that many people are reluctant to change anything, even when things seem to be going well. Here are a few tips for deciding when to use a hard seam: Use it only when you have nothing to lose, and only when it’s the right deal.
Before the first words come out of your mouth, you must decide whether to stop closing when you are asked to leave, or whether your prospective customer is visibly angry. Once you realise that you have nothing to lose and preferably consult someone you do not know, it is time to move into a difficult – too – narrow state of mind. I # We have heard at least five customer cancellations in recent weeks, four or five in total.
Many of our top closers have wondered why they continue to do business with us and take this as an opportunity. Even if a competitor puts a modest offer on the table, doing business is not a sufficient reason to dissuade a customer from leaving, no matter what you do. I stopped closing after I first heard about it, but since then I’ve been approached to sell, and I keep doing it.
So stay in touch with them via email and social media, send them cards and offer them things they might not even have asked for.
The most difficult aspect of a deal is getting to the point where the prospect says the words. The biggest closers ask questions to find out how their buying process works and what they’re looking for.
What are the factors that prevent a sales advantage from making a decision in your favor, and what is the buyer’s objection? The words have to be tough and persistent to make a desirable sale, but there are no objections from buyers.
Although closure rates vary from industry to industry, all sales professionals agree that they would like to do business more often. More than 70% of sellers say that it is more important to complete more transactions than to say “no” to a deal. If you do, you appear unprofessional and sometimes incompetent, and that is not good for your business.
A salesman who does more business than his average colleague may work a little harder and smarter, but what often sets him apart is a unique approach, attitude, confidence and enthusiasm.
Asked about his most effective sales tactic, Dunn replied: “I personalize everything and take a very advisory approach to sales. The approach of being a true consultant, addressing the challenges facing his prospects both inside and outside the sales process, helps him to establish himself as the best salesman in the world when it comes to closing deals. Instead of assuming that your prospective customers will buy, start your presentation with the belief that you really have the “best possible solution.”