Enigin Help - Answer Sales Objections VI
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 final answer to a sales objection:
6: Change the Subject and Move Forward
Once you’ve gotten the customer to agree that an objection has been answered, don’t dwell on it.
That’s only going to make it come alive from the dead!
Instead, change the subject by asking a question on an unrelated matter. The classic approach is to bring up the benefits of the offering. For example:
Sales Pro: “…and so that’s all taken care of, right?”
Prospect: “Right.”
Sales Pro: “Great! By the way, did you notice that our reference accounts include some of the largest companies in the world…”
Needless to say, you’re going to want to move the sale toward the close. I’ll explain how to do that here…
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