SALES ENABLEMENT IS READY FOR DISRUPTION
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Statistically, you will not close every sale. However, because you will recognize these objections, you will close more call objectives than you did before. A professional telephone sales rep is more comfortable when objections are present than if none have occurred during the call. If the objection is real and satisfied, the opportunity for closing on your call objective is greatly enhanced. There is nothing worse than dealing with a silent objection.
WELCOME OBJECTIONS You’re probably saying, “Right – sure! I welcome objections like I welcome a migraine!” But think of objections as the prospect actu- ally saying: “Tell me more. Give me some reasons to buy.”
The Feel, Felt, Found formula – or your own variation of it – has buried many an objection.
Acknowledge the objection: “I understand how you feel.” Let the prospect know you have come across this before: “Many of our customers have felt the same way.” Reassure the prospect with the ben- efits of your product or service: “But I assure you, after dealing with us, our customers have found our same-day delivery and service saves them time and, in the long run, money.” Once you have all of this down
pat, here is a second-level skill that really works.
ANTICIPATE THE OBJECTION There are two situations in which an- ticipating the objection works well: • The Commodity Sale – Here is the product, identical for all practical purposes, and price is truly the difference.
• The Standard Objection – No matter how you do it, the same old objection comes up and you wait for it like the explosion of a firecracker with a two-inch fuse. If either of these objections is applicable to your situation, then anticipate the objection by securing an agreement that, if you can success- fully present your call, the target will not reply with the objection. If you pose the standard objection
before the target does – and answer the objection before it requires an an- swer – then you are in control. If you ask for agreement after this routine, you have neatly put the objection to bed before it arises. The target will have a difficult time raising an objection you have already answered, and that’s the trick. An- ticipate those objections before they come up.
Good selling! ULTIMATE SALES LIBRARY SELLING POWER OCTOBER 2016 | 7 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
If you’re in the luckiest 1 percent of humanity, you owe it to the rest of humanity to think about the other 99 percent. – WARREN BUFFETT
SELLING TIP
Get to Know Your Client
One of the most important things to remember in an initial contact with a customer is to establish rapport. One way to do this is to establish some- thing you have in common with the customer. If something has been written about your customer, read it and mention it to him. If your customer did undergraduate studies at the institution in your home state, talk about the connection. If you detect a southern accent and you have friends in Missis- sippi, ask him where he is from. If your customer has pictures of his family in his office, he is undoubtedly proud of them. Make sure you notice them and talk about them. If you express sincere interest in the non-business world of your client, you can gain his or her confidence – and then his or her business.
– SELLING POWER EDITORS
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