Before your prospect even comes close to thinking about objections, you can take a number of steps to anticipate them, prepare for them and even prevent them.
What-if's
One of the most effective ways to deal with a prospective client's objection is to plan for it. When you play the 'what-if' game, you try to come up with every difficult question or issue your prospective client could raise. Objections should be at the top of that list.
Although anticipating a potentially endless list of objections may sound like a daunting task, most of the objections you will hear generally fall into five or six key categories.
These objections are often 'the price is too high' 'let me think about it' or 'we are pleased with our current supplier.' All of which can be overcome with a request for more information on your part and practice with other sales professionals with the answers.
You will find that, rather than hearing many different objections when you sell, you will most likely hear variations of the same objections. This is good news for two different reasons. In the first place, if you are hearing basically the same objection over and over again, you may be able to alter your sales presentation in order to prevent an objection from even being formed.
And secondly, by dealing with the same objections over time, you can anticipate them and develop a few highly compelling responses. But make sure they don't sound rehearsed or canned. Try to come up with new and varied ways of saying the same thing.
Dave has been writing articles online for nearly 3 years now. Not only does this author specialize in health, fitness and relationships you can also check out his latest websites on The Pros And Cons and Learning Toys For Kids.
Both created to ensure you're informed when making the right product decision.
ไม่มีความคิดเห็น:
แสดงความคิดเห็น