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Beat That Objection

Objections are a way of life for all sales reps. How often have we been stopped in our tracks by an unexpected objection? Most objections are caused by the sales person who is attempting to force the sale. Perhaps they have failed to properly initially qualify the prospect or they are attempting to short circuit the sale. 

Implications to the Sales Person 

The following steps will allow you to maintain your poise and emotion as well as personal control. It focuses your energies on solving the problem and moving forward with the sale. The key is to clarify and isolate the issues so you are able to resolve them and move the process forward. 

The Application 

1. Repeat the objection back to the prospect as you understand it. 

2. Break the objection into smaller parts. Isolate the objection and identify any other concerns. This allows you to move through any smoke screens. 

3. Once isolated, narrow the objections down and then have your prospect commit that these are the actual objections. Reconfirm this with them verbally. 

4. Pre-close your response. If you have successfully answered their objection, they should feel good about your product and service and be willing to move forward with the buying process. Have the prospect agree to your answer. Again reconfirm this verbally. 

5. Clearly and concisely answer the objection. 

6. Obtain an agreement with your prospect. Have your prospect reconfirm they agree with the solution you have crafted and state the objection no longer exists. 

7. Continue your sales presentation or move to close the sale. 

Something to Think About 

Objections are commonplace in sales. With this in mind, consider the following points: 

1. What is your typical response to an objection? Explain. Is it successful? 

2. How do you manage to remove emotion from the need to address objections? Explain. 

-- By Timothy F. Bednarz, PhD
Timothy F. Bednarz, PhD is the Principal Partner of the American Management Development Group. He can be reached at 800.654-4935 or amdg@charter.net. Find out more at www.LetsTalkSelling.com

10 Tips in Closing a Sale

Closing a sale is difficult; it is doubly difficult while doing it over the phone. Call center agents who do telesales may have encountered a lot of rejections while doing a sales pitch. 

Every one of us have one way or another had an unfortunate experience of dealing with a pushy salesperson, whether on the phone or in a department store. Since you yourself resent the experience, you should remember not to recreate it for your prospects, lest you want your call to be rejected. If you were not appreciative of being pressured to buy, for sure no one will either. 

Being a telemarketer or a telesales agent, there are some things to consider when you are making a sales pitch to a prospect. We will give you 10 helpful tips to make closing a sale a breeze for you. 

1. Learn to respect the prospect’s thoughts and opinions. If your purpose of calling a prospect is the payoff, you will definitely drive customers away. Most people stay away from accepting calls from telemarketers not because they don’t have time, but the truth is they just do not appreciate how telemarketers pressure their prospects into buying a product or availing a service. 

2. You should learn to be kind and considerate. If you come off as trying to help a prospect rather than just helping yourself close a sale, you will surely get a lot further. 

3. Learn to subtly ask them a direct request. You should never be afraid to ask a prospect for their order. 

4. Offer your prospect two options: tell them why they should buy the product or avail of a service, present to them the benefits. On the other hand, you can also tell them that if they pass up this opportunity, they will be missing out of on some great things. 

5. Give them time to think. Never pressure them to make a decision right away. Remember that real persuasion does not need to be pushy. The decision to make a purchase or not solely belongs to the prospect. 

6. You should make sure that you know everything there is to know about the product or service you’re selling. You should be able to answer a prospect’s queries immediately. Prospects usually give their trust on a telesales agent who knows exactly what he is talking about. 

7. You need to come off a good conversationalist. If you want to make a sale through phone, you need to be lively so as to sustain a prospect’s interest. Most people live a busy life so you need to be able to make sure that your prospect stays interested in what you need to say. 

8. It is important to build a good rapport with your prospect immediately at the start of the conversation. 

9. Be a good listener. It is not just enough to hear what a prospect is telling you, it is more important that you listen and know how to read between the lines. Top sellers search for information, they listen, and they are good observers. 

10. You should also be able to know when to let go. If you have been talking to a prospect for more than two minutes already and the conversation seem to be heading nowhere, you should take that as your cue that you won’t be able to close a sale with a particular prospect. Move on and dial the next prospect. 

10 Ways to Increase Your Sales thru Prospects

1. Tell your prospects that you offer free delivery. This may cost a little money, but, you will gain the extra customers to make up for it.

2. Tell your prospects that you offer a lower price. If you can't afford to offer a lower price you could always hold the occasional discount sale.

3. Tell your prospects that your product achieves results faster. People are becoming more and more impatient and want results fast.

4. Tell your prospects you've been in business for a longer period of time. People think if you've been in business longer you have more credibility.

5. Tell your prospects that your product tastes, smells sounds, looks, or feels better. When you target the senses you're triggering human appeal.

6. Tell your prospects your product is compact or light. People may want to take the product on a trip or don't have much room where they live.

7. Tell your prospects that your product lasts longer. People don't like to spend more money purchasing replacement products all the time.

8. Tell your prospects that your product is easy to use. People don't want to buy a product that they have to read a 100 page instruction manual.

9. Tell your prospects that your product has better safety features. People want to feel safe when they use your products.

10. Tell your prospects that you stand behind all your products. People want to know that you back- up any claims you make about your product. 

-- By Larry Dotson 

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© 2004 Larry Dotson
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