How Good Salespeople Handle Objections

How Good Salespeople Handle Objections

Overcoming Objections

A salesperson must be able to handle objections well. This is an important part of the selling process and those experienced in the field of sales know how important it is to develop skills in this area.

When a buyer raises an objection, you should welcome it. It shows that there is genuine interest in your product. All that you have to do now is to overcome the objection and close the sale.  Below are some ground rules that you should follow to accomplish this.

Never argue with the customer

Your objective is to win the sale, not the argument. Resist the temptation to correct the customer or to prove that you are right. Remember that selling involves emotions and not logic.

Begin with a “Thank You”

Being a salesperson by Howard Wool. photocredit unknown
Being a salesperson by Howard Wool. photocredit unknown

Don’t react immediately when the client interrupts your presentation to ask a question. Take your time and ensure that you have understood the query. You can ask for a clarification if you need one. This will also give you an opportunity to gather your thoughts.

Now thank the customer for bringing up the issue that has been raised. This will put the client at ease and demonstrate that you are on their side. It will also give you the opportunity to build your rapport with the customer.

It costs too much

Salespeople often misunderstand this common objection. The client is not necessarily saying that your product is too expensive. The problem is that you have been unable to convey the real value of your product.

Your presentation should concentrate on how your product will help the customer and result in long-term savings.

A good salesperson knows when to walk away

It is not possible to overcome every objection that is raised. If the customer simply cannot afford the product, it may be better to walk away.

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