|Back to Back Issues Page|
The Sales Buzz Issue 198 - Overcoming Objections on Sales Appointment Calls
March 26, 2013
In this week’s Sales Buzz Ezine:
When you try to overcome objections on sales appointment calls should you go at them head on and attempt to beat them or is there a better way.
What is it....Read on...
Overcoming Objections on Sales Appointment CallsWhen you try to overcome objections on sales appointment calls do you go at them head on and attempt to beat them.
Or do you go around them and use them as a way to win the prospect’s agreement to meet with you.
Here’s an example:
The prospect raises the objection: I don’t think your products will be of any interest to me.
If you try and answer this objection head on you might give the prospect many reasons why your products will be of interest.
But if the prospect believes your products will not be of interest they will just come back with answers that re-enforce that belief.
You then give another answer to counter this and they come back with a further objection…
The fight goes on and neither side gains any ground.
Try a Different Approach
If instead of meeting this objection head on you go around it and focus on the end goal, the appointment, you can use the prospects objection as leverage to achieve your goal.
You want to say to the buyer, in your own words:
You don’t yet have enough information to make a decision on the products I can offer you.
If you meet with me I’ll give you all the information you need to make an informed decision on whether the products will be right for you.
Once you focus on your objective you will start to think in a different way and come up with your own words to get the desired results.
You can decide if you want to acknowledge their objection with something like, I can understand why you might think that.
Then follow this with:
Once you've seen a more detailed presentation of what we can do for you, you’ll be in a position to make a decision on whether you would like to do business with us.
Or: If we both put aside 30 minutes next Monday we can both decide if there is common ground and if we think it’s worthwhile moving forward.
You’re not trying to overcome the objection, you’re saying: You don’t have to make a decision now, wait until I've come into see you and shown you the products. Then you will be in the best position to make a decision.
I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
Thank you for subscribing to The Sales Buzz, the Free Sales Training Newsletter for all sales people, small businesses owners, and sales managers.
Please feel free to copy and use the information that you find here.
All I ask is that you include a credit to the newsletter or the website, and a link back to www.Sales-Training-Sales-Tips.com.
You can see all the back issues of this free sales training newsletter at Sales Buzz back issues...
Send a prepared invitation to the Sales Buzz to your friends and colleagues.
We've prepared an invitation for you to send. It gives your colleagues information on how to get the Sales Buzz and the 2 free sales training eBooks when they enter their email address.
Open the invitation and send to as many people as you think will gain from this free newsletter. The Sales Buzz Invitation...
Ask a question, make a comment, get in touch.
You can ask any question, make a comment, or simply get in touch and let me know your thoughts.
To contact me, Stephen Craine, go to the contact page and simply click and type.
To make a comment, or ask a question, and get it published on the website, go to Sales Training Blog page.
|Back to Back Issues Page|