Enigin Help - Answer Sales Objections I
Enigin, Enigin Distributors and Enigin Partners globally deal with sales continually. Yes we are also concerned with installs and ongoing customer support, but sales is the first process and if you’re in sales, you will run into objection.
Sales prospects have a million reasons why they don’t want to buy, or want to think things over. Most of those objections have nothing to do with what your offering, they are just part of the give and take that’s a natural part of any sale.
When new sales people hear an objection, they just hand the prospect a business card or leave a phone number - that’s the end. They never hear back, because the prospect was ready to buy, and almost undoubtedly bought from somebody else.
It doesn’t have to be that way.
There are few sales skills as important as the ability to answer objections, so let’s get started witht he first answer to a sales objection:
1. Silently Celebrate the Objection
In the process of deciding to buy, most prospects raise objections.
Many sales professionals think that objections are bad things, because they mean that the prospect is trying to wriggle out of buying. Nothing could be further from the truth.
People who are NOT going to buy NEVER raise objections. Why should they? They’re simply not interested and therefore aren’t going to put the mental energy into coming up with a reason not to buy. When a prospect hears a little voice saying “I want it,” the next normal response is to come up with an objection.
Prospects who don’t come up with objections either aren’t qualified to make a decision or don’t have the money or credit to make a purchase. So if you don’t hear at least one objection, then the “prospect” isn’t serious about buying. So if you hear an objection, your first job is to have a private little celebration in your brain, because it means that you’ve got a good chance to make the sale.
This is not to say that you don’t have to handle the objection. In fact, the way that you handle the objection can either close the deal or lose the sale.
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