I often get asked the question, how do I overcome objections from my potential customer? Yikes, is that a loaded question? First, what do you consider an objection? In most cases, objections aren’t really objections rather the need for more information about your product or service.
LISTEN – My first bit of advice is to LISTEN to your prospect. Many times we get so nervous or excited about what we have to offer, that we don’t listen. God gave us two ears and one mouth to use in proportion with one another. If you listen to what your prospect is saying, cues they are giving you during the conversation, the surroundings in which you decide to meet, how they are dressed, etc. you will get a lot of very useful information. Make it all about them and not you.
ASK QUESTIONS – The second piece of advice I give is to ask questions. You can never assume! As my dad always said, ASSUME makes an ASS of U and ME! You need to understand why they are objecting and is it really an objection. As I mentioned in the first paragraph, they may actually need more information. If they ask you a question you don’t know, rather than fumble through it, tell them you’re not sure of the answer but you’d love to obtain the answer and follow up with them again. We put such high expectations on ourselves when it comes to knowing everything. Newsflash…we don’t know it all! If you ask the right questions of your prospect, you’ll be better equipped to present the need and value of your product or service.
CONFIDENCE – Stand in your confidence! This is a crucial piece in the sales, handling objections, asking for the business and negotiation aspects. Did you know that 4 out of 5 sales calls end in a NO? Be prepared to hear NO and continue with asking questions to clarify and then ask for the sale again. If you have confidence in yourself and what you are selling, the rest should be easy, peasy!
The bottom line is that if sales were so easy, everyone would do it! Handling objections is difficult for even some seasoned sales people. Good news is there are techniques to be learned and skills to be fine tuned that can help you handle the objections. You must not take it personally and need to know, it’s not you or your product. If you establish a rapport, build trust and have confidence, I think you’ll find more and more of your objections will disappear.