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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Why ? This is because it commonly comes across as too being too over-bearing, rigid, unfriendly or even plain obnoxious.

Remember those that never take “no” for an answer despite your repeated refusal ? While we may commend them on their attitude of perseverance and thick-skinned mentality; on retrospect, is there a better way for them to sell, so that they gain better connection and support from the prospect, without coming across as intrusive, over-aggressive and hard-selling ?

So how do great Salespeople sell then ? What makes them so different from their other sales counterparts ?

Well, life’s examples show us that the best sales people are successful not by “selling” but by creating an ideal buying experience.

Let’s take an example of a customer’s buying experience at a retail shoe outlet :-

Typically the sales assistant would come offer help by saying “ Can help sir/ma’am ? We have great offers today….Feel free to look around…etc “. Or some may just leave you to your own leisure shopping pace without addressing you; till you look for them to try on a size of the shoe of your choice. Or others may even stand beside and follow you through out the store, which of course can be rather irritating.

None of them are actually helping you with the real buying experience. In this case, it’s either under-selling, plain complacent or over-selling.

Now imagine this scenario – you walk into the store with a friend and the friend tells you that there’s a great offer on, and that he/she has also made purchases themselves already and helps give friendly advice to what looks good on you; goes and on and on about their personal experience about the purchase, and then nudges you to buy as well.

Question – who would most likely influence you to buy more ? The retail assistant or your friend. The answer – most likely your friend. Why ?

This is because your friend helped you to buy. Your friend created an exciting, informative and logical buying experience for you.

So, what’s the lesson learned here ? Let’s look at the following principles in the full article.

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