Enigin Help - Answer Sales Objections II
Enigin and Enigin Distributors globally have to pursue sales continually.
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 here is the second answer to a sales objection:
2. Restate the Objection and Ask for Details
It’s vitally important that the prospect realize that your heard the objection and that you’re willing to discuss it. Therefore, you must hear the customer out, and ask for more information or a clarification of the objection.
This request encourages the customer to provide you with valuable information that you’ll need in order to answer the objection. For example:
Prospect: “Your energy efficiency programme is too expensive.”
Sales Pro: “Yes, high quality products and systems are expensive. How much were you looking to spend?”
Prospect: “We’ve been paying around $1000 a month.”
By restating and asking for details, the sales pro has clarified the problem and now knows the price point that the prospect expects to see. This information can now be used either to determine a discount or as a flag that the sales pro needs to position his offering as higher quality than the incumbent vendor. For example:
Sales Pro: “What kind of energy savings are you looking for?”
Prospect: “Well, something better than we have been achieving. We have to reduce energy waste.”
Sales Pro: “We have a special energy saving programme that is comprehensive and will bring those improvements.”
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