Boost Your Profile & Your Profits

Handle Sales Objections and Boost Your Bottom Line

Sarah Palin may have been rejected but you don't have to be!

There is a reason why handling sales objections is one of the hardest parts of the sales process. It's because it's laden with fears of rejection intertwined with a lack of tools to successfully manage them well in the first instance. 
 

Whether or not you're a master at this verbal dance, here are some tools to assist you along in your sales careers.
 

1. Dissect and Reiterate - Show concern by reiterating back to clients their objection and then ask the question, "If the issue of ............... wasn't a concern, do you feel like this product/service would wholly meet
your needs or is there anything else we need to consider?" This will assist you in uncovering their "real" objection if it has yet to be exposed and lets the client know that you have their best interest at heart.

2. Pre-empt & Diffuse - Make a list of all of the objections you've ever been presented with, i.e. money, time or roll-out issues. Find stories from your network of colleagues in which other clients overcame these objections
to great benefit. During the sales process bring these stories to light, and pre-empt what is going to be a potential concern for them, i.e. "I worked with a business similar to yours last year that had concerns about roll-out. They soon found that we provided them with all the support they needed and the staff were up to speed in a matter of weeks, not months." Only utilise this technique if you are almost certain it will be of concern otherwise you run the risk of planting an objection in your prospects mind. You will know from working with past clients in similar industries whether or not the same concerns will be raised consistently.

3. Explore the Objection - Become curious about the objection that has been raised and allow your prospect to better explain it. Provide them with a safe environment that they feel comfortable enough to lay out all of their cards. i.e. "I know we need this but my boss is a nuisance to deal with." Befriend them and win their support and trust and in turn they will help you get it across the line with their key decision makers. Ask questions such as; "For me to best assist you in regards to X, do you mind if I ask you some more questions about (the objection), so I can wholly understand where you are coming from and what other services may be more appropriate for you."

Emotional/Energetic Management:

Objections can be raised for many reasons and that includes an energetic disconnect between the prospect and the sales representative. Emotional/energetic management is rarely considered in sales training.
Individuals work long hours, have many pressures and sometimes struggle to stay on top of their game emotionally and energetically during the work day.

The person with the highest energy will always win the sale as they hold the greatest influence.

Observe your natural peaks and lulls throughout the day and what time of day works best for you. Book in your sales meetings around these times to fit in with your natural rhythms. Watch sugary sweets and caffeine intake as they will play havoc with your emotions.

Consider what vibe you are giving off during the sales process. If you are anxious about getting the sale over the line your prospect will pick up this anxiety. Subsequently, they will start raising objections for reasons
consciously unknown to them. They will automatically assume it has to do with the purchase of the item and base it on gut instinct instead of logical reasoning.

By becoming consciously aware of others energy levels during a sales meeting, your influence automatically increases. This naturally results in you changing your behaviour to adapt to the environment for a more
productive outcome.

Own your energy by remaining calm, yet energetic and you will prevent objections from arising in the first instance. Even if they do arise, you now have three very powerful and easy techniques to be able to manage them successfully.


Ben’s book “Sleeping Your Way to The Top in Business” is available for purchase by clicking here. For media, consulting and speaking enquiries contact Ben directly at ben@benangel.com.au    

Posted by Ben Angel, conference speakers on 7th April, 2010 | Comments | Trackbacks
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