Sales Encyclopedia The most comprehensive by Unknown

Author:Unknown
Language: eng
Format: epub

Chapter 29: Preparing for Objections

Many salespeople consider objections a bad thing, but they are actually a good sign. You want objections. An objection tells you the person is with you—they’ve been listening, they’ve been paying attention, they are considering your offer, but there is something in the way that may prevent them from taking action.

View the objection as someone saying, “I’d like to buy your product, but you need to show me how or why I really need to buy it.” They’ve given you an objection and now are waiting for your response.

While it’s true that some people really aren’t interested and will waste your time because they simply can’t say no, you want to assume that if the prospect hasn’t said, “I’m really not interested”, asked you to leave or hung up the phone, you simply need to help them past the objection so they can buy.

So how do you get to the point where you look forward to objections? First, realize that only truly interested prospects will give you objections; and second, realize that objections actually move you closer to the sale.

When you become experienced at handling objections, you’ll actually enjoy getting them. A prospect will give you an objection, and you’ll practically laugh out loud and think, “I can’t believe they think that one will slow me down.” There’s nothing like going into the sales call completely confident and prepared to answer any objections.

Ten Reasons You Get Objections

Here’s our top ten list of “real” reasons people give objections and/or don’t buy:

1) The prospect has no need or simply is not interested.

Example: The Eskimo looks around and sees nothing but ice, and there you are with ice to sell. “What would I ever need more ice for? Get outta here.”

In a case where a person is truly not interested, he or she may simply say no and walk away without even giving you one objection. Again, if someone is listening to you and hanging around to give you an objection, it usually means he or she is at least considering your offer, but there is a hurdle in the way.

You need to help the prospect find a way over the hurdle.

2) The prospect doesn’t see the urgency.

Example: A tightrope walker with eight kids and a wife knows he should probably buy life insurance, but he just doesn’t think he needs it right now. Another example: A twenty-seven-year-old musician with a wife and one child on the way has thought about life insurance, but it’s not really a priority.

3) The prospect doesn’t have any money.

Example: No money. Okay, another example: She may think she has to pay 100 percent up front and she’s not able to do that.

4) The prospect can’t make the decision by himself.

Example: His wife will kill him if he makes the decision without her. Another example: A person only has authorization to sign orders under $20,000 and this order is for $30,000.

5) The prospect doesn’t like you, your product, your company, or a combination of the three.

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