Dealing with Objections… One at a Time


If selling was an easy profession, there would be no objections from the prospect. However, we know that’s not the case – prospects are going to object to something – be it price, delivery schedule, color, quality, quantity, etc…


When multiple objections do occur, don’t drop them into one pot and try to solve two or three objections as the same time. You’ll get confused and so will the prospect. And a confused buyer buys nothing.


Instead, make a point of separating and restating every objection your prospect raises. Don’t be afraid to ask if there are any other issues of concern to the prospect that haven’t been discussed yet. In other words, get every objection on the table so they don’t fester in the prospect’s mind. It’s always important to listen to what your prospects or customers are telling you. And perhaps it’s even more important to listen to what they’re not telling you.



Once you’ve identified each objection, let the prospect know you’ll address each objection one at time. When you think you’ve resolved the first objection with a new solution or explanation for their concern, ask the prospect some form of this question, “Does that resolve your concern on this issue?” If the answer is “Yes,” then you’re ready to take on the next objection. If you do not resolve their objection, keep asking questions and offering solutions until the problem is resolved. Top performing salespeople understand that their focus must always be on the prospect or customer and that they must show genuine concern for the people they are meeting with.



Remember:

In order to be seen as a value resource, the seller must first understand what the prospect or customer perceives as value. It doesn’t matter which features of the product or service you’re selling you think are important. It only matters which features your prospect thinks are important


The salesperson that is in alignment with the way that a prospect or customer wants to buy will have a better chance of winning the business. People love to buy but they do not want to feel sold.