Objections are from Heaven
By admin | February 1, 2010
If you ask 100 people what their greatest fear in selling would be, what do you think the answer would be ?
Well, based on my studies, 80% of the time you will get responses around the same theme – which is “the fear of helplessness”. The type of feeling you get when you are unable to convince the customer either due to the inability to invoke interest or to give the proper response to the customer’s barrage of queries and challenges.
As you can most likely have guessed, the most common fear here is in the area of handling or managing objections.
When it comes to objections, it usually instills a sense of fear in Sales people. This is because we feel that we didn’t do our job properly, wasted out time/resources or in the verge of almost losing the sale. And as such, many times we do not respond the best that we should resulting in hasty replies or showing the unnecessary lack of confidence.
In this session, I want to talk about the fact that objections are something that you should not be afraid of or uncomfortable with. On the contrary, we should be open and happy with the objections we get from our prospects. And so, we are going to focus on the psychology of objections and why they are actually a good thing.
Appreciating the value of objections and understanding how to manage them is certainly one of the most important mindset position and competency any great sales person should possess. Often, we will lose the sale just because we succumbed to objections without adequately addressing them and gave up too soon. In my experience, the seemingly most difficult objection is often the smallest of objections. For example the statement : “Your price is too expensive”. That to me, is actually one of the most common, but minor objection that anyone can get.
Frequently, that is said as a “knee-jerk” response. One that’s sub-consciously triggered by perceptions of misconception. And more often than not, this said even before we finish our presentation. Let’s talk about this more, and move further along.
So, what’s the lesson learned here ? Let’s look at the following principles in the full article. ( Click on the icon below )
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