Thoughtful Thursdays – Thoughts on objections
Objections are part of sales. If you think about it, they are part of life. For most of us, a day does not go by without either expressing an objection or being faced with one.
Today’s thought is about ways to handle objections. Remember that an objection is an obstacle to getting something done that you would like to do or have done.
Think about personal situations where you face objections. Did you reinforce the benefits to overcome the objection? Perhaps you thought ahead and anticipated the resistance and spoke to the objection before it came up in conversation. Maybe there was a negotiation of sorts in order to reach a consensus. My sense is that you deal with objections more often than you think.
Handing or addressing objections for business is not that much different. Consider employing the same strategies and tactics you use in personal situations.
- If you are pretty sure that specific objections will be voiced by your customer, bring up the objection and your response to it before your customer has the opportunity.
- Brainstorm potential objections and prepare your responses in advance. Include and reinforce the benefits of working with you.
- Prepare and plan for a negotiation situations. Know what you can afford to give up and at what price. Remember that negotiation is a two way conversation about giving from both sides.
We do not win all the sales battles. Being prepared will help you win your share.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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