In the sales process, the most difficult and sometimes insurmountable obstacle for many sales managers is dealing with objections. It is at this stage that the client is either fully convinced of the need to make a purchase, or flatly refuses. So that all the work done does not turn out to be useless, it is important to be able to work with objections correctly.
Instructions
Step 1
Be on the same pitch with your client Do not take him as an adversary. Although many consultants understand that the client should be treated like a partner, they often perceive the sale as a struggle. In this case, the objections are perceived as the defense of the enemy, and in order to break this defense, it is necessary to deliver a preemptive strike called "fighting objections" or "overcoming objections." The consequences of such a struggle are not difficult to predict: the client leaves the battlefield, taking his money. Therefore, you need to meet the client's objections with gratitude, because he sincerely shares his concerns with you, which means that the level of trust in you is quite high. It is much worse if the client says dryly, "okay, I'll think about it." More often than not, this means your relationship is over.
Step 2
Establish Emotional Contact This moment is very important in building trust. If the client sympathizes with you, then he is more likely to agree with your arguments, the more trust - the less objections and the more convincing your arguments seem. This is exactly the foundation on which you can build a solid foundation for your long-term partnerships.
Step 3
Get to Know the Customer's Needs When building a conversation with your prospective buyer or partner, try to find out more about their concerns. The more accurately your presentation of a product or service meets the expectations of your potential buyer, the less objection you will hear.
Step 4
Clarify the meaning of the objection Take your time to respond to the objection you hear. The answer may turn out to be completely inadequate to the client's expectations. It is enough to ask a simple question "Why?" To concretize the objection, otherwise you risk getting into a stupid position that will not allow you to competently complete the transaction. However, it is possible that the real reason lies much deeper. It is important to distinguish between excuses and real objections that may be lurking behind these excuses. Therefore, it is worth asking a few leading questions that will reveal true doubts, dispelling which, you can successfully make a sale.
Step 5
Don’t Argue At all When you challenge a prospect’s judgment, you’ll more and more convinced him of the correctness of the objection. Therefore, you must agree to any of the most ridiculous objections. Rather, agree with the meaning of the thought expressed by the client, but further it is worth developing this very thought in the direction you need. It is difficult to agree if a client says that your products are of poor quality, but in this case, you should say: "It's good that you pay attention to the quality of the products that you use, so let me tell you about the quality control system in our organization." By turning the conversation in the direction you want, you show the client that you care about him, and you can also refute his objection.
