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5 Ways To Conquer Objections Before They Come Up
A job in sales can be both rewarding and potentially very frustrating. Typically sales people are treated very offensively. Many people conform to the stereotype that sales people are pushy, rude and care only about your commission. If this is true about you, you really have your work cut out if you want to get anywhere in this business. If you are just a regular guy trying to make a living by selling a product or service, there is hope for you to be able to succeed!
Below are just 5 suggestions of how you can conquer objections BEFORE they come up...
Gain confidence – People do not like giving their money to or satisfying the needs of people that they do not trust. First impressions are everything. Whether you are conducting business in person or over the phone, learn to present yourself in a way that will gain the trust of your buyer. It is said that an individual decide whether or not they are going to continue talking to you in the first 5 second of the interaction. 5 seconds is not a long time but it can be just enough for you to win the heart of your buyer. People are relatively intuitive and will sense a lack of genuine interest if it is present.
Be real, rather than scripted – No one likes to feel like a number. It will help your potential client to trust you if you make them feel like they are the most important thing happening in your life right now. People like to feel valued and needed. It is a form of flattery. If you don’t care enough about who you are trying to pitch a sale to, they will not care to give you their money.
Anticipate – Knowing ahead of time the possible objections that you may face will help you to anticipate and create a plan for how to handle any possible objections. For example, let’s say that you work in a very high end shoe store with very high end prices. You should know that many people will object to paying such a high price for a pair of shoes. So before you hear another woman object by saying, “oh, I don’t know, I just don’t think that these shoes are in my budget right now,” remind her that a good pair of shoes is an investment and wouldn’t she rather buy one pair of good quality shoes than have to replace a cheap pair over and over again?! By anticipating the concerns of your buyers you prevent them from convincing themselves not to buy your product. Understanding what your buyers may be thinking will allow you to plant some more favorable ideas of your own.
Personalize – Everyone likes to feel special and unique, including your clients. There is always some way that you can personalize a sale. Ask questions and show interest in what is important to the buyer. Again referring to the example of a shoe salesman, if you are talking to a busy working mom, tailor the sale to her lifestyle. Show her shoes that are designed to be comfortable and functional and remind her that you can probably guess that such a busy mom needs shoes that can keep up with her lifestyle and make her look good when she’s out and about. A simple pair of loafers can all of the sudden be a mother’s pair of wonder shoes!
Get emotional involvement – nothing closes a sale and conquers objections like emotional involvement. If you can capture your buyer to the point that they have become emotional about the product that you are selling, you are in good shape. Many worthwhile products can really make a difference in the life of your client. Tell your clients how what you are trying to sell them can help accomplish a long un-reached goal, or how this product can help to save them time that they can then spend doing the things that they want to do.
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