Enigin Help - Answer Sales Objections V
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 look at the fifth answer to a sales objection:
5: Confirm That the Objection is No Longer Important
After you’ve answered an objection, you MUST get the customer to agree that you’ve answered it. This prevents the objection from resurfacing later. The reason this is important is simple. People feel inconsistent and foolish if they bring up issues that they’ve already agreed are no longer important. For example:
Prospect: “We don’t have the money in this year’s budget.”
Sales Pro: “That’s O.K. We can finance the investment so part of it falls into next year’s budget. Does that work for you?
Prospect: “I guess so.”
Sales Pro: “So that settles that, doesn’t it?”
Prospect: “Right.”
Comments are closed!