Tips on Overcoming Sales Objections

Overcoming Sales Objections is part of selling and the key is knowing that the objection is worth overcoming otherwise the prospect is simply wasting your time. Your time with a prospect who’s not really a prospect at all, is time lost, time that could be spent with a real customer with real objections. So welcome objections and find out fast the potential customers real intent.

The mistake that many salespeople make is responding to every objection that gets raised. Many objections are just smoke screens or prospects thinking out loud. A good salesperson sifts through objections and zeros in on the one or two objections that really matter. They do not ignore any objection, however, because that trivializes the concerns of your prospect and breaks rapport. There is a process for sorting out the real objections and there is also a method of training yourself to be able to respond to any objection.

You need to have a positive attitude towards objections so that you truly welcome them. Remember, there’s no such thing as a perfect product or service, every product has some problems. Keep in mind that the mere fact that a prospect has raised an objection means he has mentally tried your product and thought about whether it fits his circumstance. After all, the more information the prospect has, the easier it is to make the sale. So, objections are part of the process that results in the prospect getting the information he needs to decide to buy.

Before you can go anywhere with an objection it’s vitally important that you really understand the objection. Often during your questioning to clarify the objection the customer will have a revelation as well. So, after you have listened to their objection without interrupting, fed the objection back to them and qualified the objection as a true objection you need to ask question for clarification. And you keep asking question until you get it.

Let me give you one way of overcoming sales objections. Often when a customer raises an objection they will say something like. You product looks good in terms of blah but it’s too expensive. You can turn this around with “the but flip”. You would use this by responding to them like this, “Oh, I see our product is somewhat expensive but it really looks good in terms of blah, doesn’t it?” You see “but” acts like a mental eraser and rubs out all that’s come before it in an utterance. So, when you mention their objection first, then “but” and follow with what they liked about your product you leave them with what they liked about your product in their head. And one of the best ways to make sales is to keep YOUR product in the mind of your customer.

Of course there is much more information on how to handle sales objections available at my website.

Greg has been a professional salesperson for over 20 years and there is lots of additional information on Overcoming Sales Objections and Sales Objections at his website. Maybe you should take a look there now.